Critical Moments as “Change” in Negotiation
Abstract
It seems that one of the biggest challenges a negotiator faces is disentangling
what is happening while negotiations are ongoing: how does one
make sense of the underlying logic of interaction while staying aware of the
microprocesses that comprise the emerging whole? How can we be scientific
observers of events and still be competent practitioners who shape
those same events? The three articles in this section begin to address this
question. Each author, in his or her own way, frames the need for such a
dual awareness and offers various strategies or moves that serve as resources
to guide negotiations in constructive directions.
Description
The article of record as published may be located at http://dx.doi.org/10.1111/j.0748-4526.2004.00000.x