Titel
Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations
Autor*in
Johannes Gettinger
Institute of Interorganisational Management and Performance, University of Hohenheim
Abstract
Negotiations and conflicts do not evolve smoothly but are discontinuous involving transitions, break-, and turning points that change the flow of the negotiation. Given that these departures may be decisive in determining whether the involved parties come to a successful conclusion, several scholars have pointed out the importance of investigating whether impasse and settlement dyads exhibit different turning point profiles. To address this question, we extended Druckman’s (J Confl Resolut 45:519–544, 2001) turning point model by integrating interlocking action–reaction sequences that initiate and (dis)confirm the departure from zero-sum bargaining. Furthermore, we consider social signals as previously not addressed class of events triggering the turning point. We propose and show that social signals act as precipitants to substantive change at the offer level and that how negotiators enact the action–reaction sequences discriminates between successful and unsuccessful dyads.
Stichwort
NegotiationTurning pointsSocial signalsEmotionsInteracts
Objekt-Typ
Sprache
Englisch [eng]
Persistent identifier
https://phaidra.univie.ac.at/o:1218363
Erschienen in
Titel
Group Decision and Negotiation
Band
29
Ausgabe
3
ISSN
0926-2644
Erscheinungsdatum
2020
Seitenanfang
425
Seitenende
459
Verlag
Springer Science and Business Media LLC
Projektnummer
J 3866-G27 – Austrian Science Fund (FWF)
Erscheinungsdatum
2020
Zugänglichkeit
Rechteangabe
© The Author(s) 2020

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