Factors Affecting Negotiator Orientation.
Abstract
Selected negotiation process models are presented through this conceptual work, which proposes to detect and identity those behaviors, processes, and structures affecting the dynamics of the negotiation process. The factors identified in this work have been drawn primarily from similar studies examining the forces which promote either competitive or cooperative orientations in negotiators. This study reports the results of an extensive survey of the literature and interviews of experts in deciding which of these factors also engender position-based and interest-based orientations in negotiators. The researcher proposes an original model which shows that in this dynamic: (1) a specific pattern of cyclical transactions characterizes the negotiator's orientation, and (2) the parties to a conflict can be seen as shifting between a position-based orientation and an interest-based orientation as certain conditions emerge. Additionally, the researcher's model suggests that negotiation can be defined as a cyclical process of transactional exchanges among a set of parties seeking to fulfill their sets of needs through social influence. Studies in management, psychology, organizational behavior, conflict resolution, and systems dynamics provide the theoretical underpinnings of the model.
Document Details
- Document Type
- Technical Report
- Publication Date
- Dec 01, 1997
- Accession Number
- ADA343399
Entities
People
- Michael E. Wooten
Organizations
- Naval Postgraduate School