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Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation.

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Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation. / Taylor, Paul J.; Donald, Ian J.

In: International Journal of Conflict Management, Vol. 14, No. 3/4, 2003, p. 213-232.

Research output: Contribution to journalJournal articlepeer-review

Harvard

Taylor, PJ & Donald, IJ 2003, 'Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation.', International Journal of Conflict Management, vol. 14, no. 3/4, pp. 213-232. https://doi.org/10.1108/eb022899

APA

Taylor, P. J., & Donald, I. J. (2003). Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation. International Journal of Conflict Management, 14(3/4), 213-232. https://doi.org/10.1108/eb022899

Vancouver

Author

Taylor, Paul J. ; Donald, Ian J. / Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation. In: International Journal of Conflict Management. 2003 ; Vol. 14, No. 3/4. pp. 213-232.

Bibtex

@article{93cb38d693ce477284e10fc3f7cd3818,
title = "Foundations and Evidence for an Interaction-based Approach to Conflict Negotiation.",
abstract = "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{\textquoteright}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{\textquoteright} 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.",
author = "Taylor, {Paul J.} and Donald, {Ian J.}",
year = "2003",
doi = "10.1108/eb022899",
language = "English",
volume = "14",
pages = "213--232",
journal = "International Journal of Conflict Management",
issn = "1044-4068",
publisher = "Emerald Group Publishing Ltd.",
number = "3/4",

}

RIS

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 -