Explaining negotiation outcomes: process or context?

Irmer, Cynthia and Druckman, Daniel (2009) Explaining negotiation outcomes: process or context? Negotiation and Conflict Management Research, 2 (3). pp. 209-235. ISSN 1750-4708

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Abstract

This study evaluates a set of hypotheses about the relative influence of negotiating processes and contexts on outcomes. The investigation proceeds in a sequence of steps. First, a number of process and outcome variables are coded from documented cases of 26 settled violent conflicts that have occurred since the end of World War II. These cases are used also to evaluate the impact of four contextual variables. High partial correlations indicate a strong relationship between process and outcome controlling for context. Second, a set of structured focused comparisons was conducted with four matched and mis-matched cases. By tracing the process in each of these cases through phases of the talks, we showed that there is a causal relationship between process and outcome. Third, a plausibility probe was designed to identify a mechanism responsible for the causal relationship. The probe discovered that the development of trust is a plausible explanation for the relationship between process and outcome. This mode of inquiry, referred to as ACE (association, causation, and explanation), is regarded as a model for research on negotiation and peace processes.


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Item Type: Article (Commonwealth Reporting Category C)
Refereed: Yes
Item Status: Live Archive
Additional Information: Copyright 2009 International Association for Conflict Management. First published online: 9 Jul 2009
Faculty / Department / School: No Faculty
Date Deposited: 24 Jul 2014 04:54
Last Modified: 24 Jul 2014 04:54
Uncontrolled Keywords: negotiation processes; outcomes; plausibility probe; process tracing; structured focused comparisons; trust
Fields of Research : 20 Language, Communication and Culture > 2002 Cultural Studies > 200204 Cultural Theory
20 Language, Communication and Culture > 2001 Communication and Media Studies > 200105 Organisational, Interpersonal and Intercultural Communication
16 Studies in Human Society > 1608 Sociology > 160801 Applied Sociology, Program Evaluation and Social Impact Assessment
Socio-Economic Objective: C Society > 95 Cultural Understanding > 9502 Communication > 950201 Communication Across Languages and Culture
Identification Number or DOI: 10.1111/j.1750-4716.2009.00038.x
URI: http://eprints.usq.edu.au/id/eprint/19040

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