Factors affecting negotiator orientation
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Authors
Wooten, Michael Eric
Subjects
Negotiation
Interest-Based Bargaining
Conflict Management
Interest-Based Bargaining
Conflict Management
Advisors
Stone, Mark W.
Terasawa, Katsuaki
Date of Issue
1997-12
Date
Publisher
Monterey, California. Naval Postgraduate School
Language
en_US
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
Type
Thesis
Description
Series/Report No
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NPS Report Number
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Funder
Format
xvi, 114 p.;28 cm.
Citation
Distribution Statement
Approved for public release; distribution is unlimited.