Interpretive filters: social cognition and the impact of turning points in negotiation

Druckman, Daniel and Olekalns, Mara and Smith, Philip L. (2009) Interpretive filters: social cognition and the impact of turning points in negotiation. Negotiation Journal, 25 (1). pp. 13-40. ISSN 0748-4526

Abstract

A number of studies have shown that certain events that occur during a negotiation can alter its course. Referred to as 'turning points', these events are precipitated by actions taken either outside or inside the talks that have consequences for outcomes. In this article, we report the results of two experiments designed to examine the impacts of two types of precipitating actions, external and internal. In the first experiment, which focused on external actions, we found that crises — as opposed to breakthroughs — produced more movement in negotiations in which parties viewed the social climate positively (high trust, low power). We found that parties achieved less movement in negative social climates (low trust, high power). In the second experiment, which focused on internal actions, we found that cooperative precipitants (factors inducing change) were more likely to occur when parties negotiated in the context of positive social climates. Negotiation outcomes were also influenced by the climate: we found better individual outcomes for negotiations that occurred in positive climates (high trust, cooperative orientations). In both experiments, the social climate of the negotiation moderated the effects of precipitating factors on negotiation outcomes. Perceptions of trust and power filter the way negotiators interpret actions that occur outside or are taken inside a negotiation, which can lead to agreements or impasses.


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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.
Depositing User: epEditor USQ
Faculty / Department / School: Current - USQ Other
Date Deposited: 06 Sep 2011 06:43
Last Modified: 03 Jul 2013 00:38
Uncontrolled Keywords: negotiation processes; orientations; outcomes; power; precipitants; trust; turning points
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
E Expanding Knowledge > 97 Expanding Knowledge > 970116 Expanding Knowledge through Studies of Human Society
Identification Number or DOI: doi: 10.1111/j.1571-9979.2008.00206.x
URI: http://eprints.usq.edu.au/id/eprint/19037

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