Turning points in negotiation

Druckman, Daniel and Olekalns, Mara (2011) Turning points in negotiation. Negotiation and Conflict Management Research, 4 (1). pp. 1-7. ISSN 1750-4708

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.


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Item Type: Article (Commonwealth Reporting Category C)
Refereed: Yes
Item Status: Live Archive
Additional Information: Permanent restricted access to published version due to publisher copyright policy (Wiley-Blackwell).
Depositing User: epEditor USQ
Faculty / Department / School: Current - USQ Other
Date Deposited: 16 May 2012 06:33
Last Modified: 03 Jul 2013 00:38
Uncontrolled Keywords: negotiation skills; interpersonal communication; negotiators; bargaining; solutions
Fields of Research (FOR2008): 17 Psychology and Cognitive Sciences > 1702 Cognitive Sciences > 170202 Decision Making
20 Language, Communication and Culture > 2001 Communication and Media Studies > 200105 Organisational, Interpersonal and Intercultural Communication
20 Language, Communication and Culture > 2001 Communication and Media Studies > 200103 International and Development Communication
Socio-Economic Objective (SEO2008): C Society > 95 Cultural Understanding > 9502 Communication > 950201 Communication Across Languages and Culture
Identification Number or DOI: doi: 10.1111/j.1750-4716.2010.00068.x
URI: http://eprints.usq.edu.au/id/eprint/19036

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