Research output: Contribution to Journal/Magazine › Journal article › peer-review
Research output: Contribution to Journal/Magazine › Journal article › peer-review
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TY - JOUR
T1 - Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation.
AU - Taylor, Paul J.
AU - Donald, Ian J.
PY - 2003
Y1 - 2003
N2 - 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.
AB - 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.
U2 - 10.1108/eb022899
DO - 10.1108/eb022899
M3 - Journal article
VL - 14
SP - 213
EP - 232
JO - International Journal of Conflict Management
JF - International Journal of Conflict Management
SN - 1044-4068
IS - 3/4
ER -