Date of Original Version

12-2004

Type

Working Paper

Rights Management

All Rights Reserved

Abstract or Description

Negotiation is a dynamic process in which negotiators change their strategies in response to each other. We believe mutual adaptation is best conceptualized as an emergent process and is a critical determinant of negotiators’ abilities to identify mutually beneficial solutions. We argue that two factors drive the process of negotiation and influence the quality of agreements: alignment of negotiators’ strategies across individuals (strategy sequences) and with the negotiation-wide dynamic (phases) and congruence of negotiators’ goals.

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