Turning points in negotiation

Abstract

Turning points refer to events or activities that change the direction of negotiation, usually moving from impasse to progress. The completed research to date has addressed the question of when and how turning points occur. Case analyses have shown that they occur following a crisis that jeopardizes the sustenance of the talks (Druckman, 1986, 2001). They take the form of clear, self-evident departures from earlier events or patterns during the negotiation process, sometimes appearing rather suddenly, other times more gradually (Druckman, 2004; Olekalns & Weingart, 2008). Less is known about why turning points sometimes facilitate and sometimes impede subsequent negotiations. In this article, we identify gaps in our understanding of turning points and discuss research approaches that have been used in their investigation.