Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation.

Taylor, Paul J. and Donald, Ian J. (2003) Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation. International Journal of Conflict Management, 14 (3/4). pp. 213-232. ISSN 1044-4068

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Abstract

This paper outlines 4 assumptions behind attempts to explain the sequential organization of communication behavior during conflict. These assumptions were supported by an analysis of behavioral sequences coded from 9 hostage negotiations and 20 divorce mediations. Analyses showed that negotiators use only a small proportion of available responses to other party’s behavior, and that this proportion rapidly decreases as sequence length increases. Critical to this channeling in behavior was the triple- interact (i.e., cue-response-cue-response), which represents the maximum sequence length required to enable accurate prediction of negotiators’ future behavior. More detailed analysis showed that the triple-interact reduced uncertainty in behavior by over 70%, which compares to less than 1% from knowledge of negotiation context and approximately 10% from knowledge of individual differences.

Item Type:
Journal Article
Journal or Publication Title:
International Journal of Conflict Management
Uncontrolled Keywords:
/dk/atira/pure/researchoutput/libraryofcongress/bf
Subjects:
?? COMMUNICATIONSTRATEGY AND MANAGEMENTMANAGEMENT OF TECHNOLOGY AND INNOVATIONBF PSYCHOLOGY ??
ID Code:
11023
Deposited By:
Deposited On:
30 Jul 2008 09:13
Refereed?:
Yes
Published?:
Published
Last Modified:
21 Sep 2023 00:28