Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations
Author
Abstract
Suggested Citation
DOI: 10.1007/s10726-009-9165-y
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Michael D. Young, 1996. "Cognitive Mapping Meets Semantic Networks," Journal of Conflict Resolution, Peace Science Society (International), vol. 40(3), pages 395-414, September.
- Amer Obeidi & Keith W. Hipel & D. Marc Kilgour, 2005. "The Role of Emotions in Envisioning Outcomes in Conflict Analysis," Group Decision and Negotiation, Springer, vol. 14(6), pages 481-500, November.
- Vivi Nastase, 2006. "Concession Curve Analysis for Inspire Negotiations," Group Decision and Negotiation, Springer, vol. 15(2), pages 185-193, March.
- Daniel Druckman & Benjamin J. Broome, 1991. "Value Differences and Conflict Resolution," Journal of Conflict Resolution, Peace Science Society (International), vol. 35(4), pages 571-593, December.
- Kalyan Chatterjee & William Samuelson, 1983. "Bargaining under Incomplete Information," Operations Research, INFORMS, vol. 31(5), pages 835-851, October.
- Messick, David M., 1999. "Alternative logics for decision making in social settings," Journal of Economic Behavior & Organization, Elsevier, vol. 39(1), pages 11-28, May.
- Bruce Barry, 2008. "Negotiator affect: the state of the art (and the science)," Group Decision and Negotiation, Springer, vol. 17(1), pages 97-105, January.
- Nash, John, 1950. "The Bargaining Problem," Econometrica, Econometric Society, vol. 18(2), pages 155-162, April.
- Zhenzhong Ma & Alfred Jaeger, 2005. "Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles," Group Decision and Negotiation, Springer, vol. 14(5), pages 415-437, September.
- Daniel Druckman & Mara Olekalns, 2008. "Emotions in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 1-11, January.
- Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
- Unknown, 2005. "Forward," 2005 Conference: Slovenia in the EU - Challenges for Agriculture, Food Science and Rural Affairs, November 10-11, 2005, Moravske Toplice, Slovenia 183804, Slovenian Association of Agricultural Economists (DAES).
- David A. Lax, 1985. "Optimal Search in Negotiation Analysis," Journal of Conflict Resolution, Peace Science Society (International), vol. 29(3), pages 456-472, September.
- Walters, Amy E. & Stuhlmacher, Alice F. & Meyer, Lia L., 1998. "Gender and Negotiator Competitiveness: A Meta-analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(1), pages 1-29, October.
- Thompson, Leigh & Loewenstein, George, 1992. "Egocentric interpretations of fairness and interpersonal conflict," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 176-197, March.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Víctor Blanco & Román Salmerón & Samuel Gómez-Haro, 2018. "A Multicriteria Selection System Based on Player Performance: Case Study—The Spanish ACB Basketball League," Group Decision and Negotiation, Springer, vol. 27(6), pages 1029-1046, December.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Andrew M. Davis & Stephen Leider, 2018. "Contracts and Capacity Investment in Supply Chains," Manufacturing & Service Operations Management, INFORMS, vol. 20(3), pages 403-421, July.
- Bendoly, Elliot & van Wezel, Wout & Bachrach, Daniel G. (ed.), 2015. "The Handbook of Behavioral Operations Management: Social and Psychological Dynamics in Production and Service Settings," OUP Catalogue, Oxford University Press, number 9780199357222.
- Dai Quy Le & Daisung Jang, 2023. "Individual Differences and Situational Constraint Predict Information Search in Negotiation Planning," Group Decision and Negotiation, Springer, vol. 32(3), pages 667-699, June.
- Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
- Binmore, Ken & Osborne, Martin J. & Rubinstein, Ariel, 1992.
"Noncooperative models of bargaining,"
Handbook of Game Theory with Economic Applications, in: R.J. Aumann & S. Hart (ed.), Handbook of Game Theory with Economic Applications, edition 1, volume 1, chapter 7, pages 179-225,
Elsevier.
- Binmore, K. & Osborne, M.J. & Rubinstein, A., 1989. "Noncooperative Models Of Bargaining," Papers 89-26, Michigan - Center for Research on Economic & Social Theory.
- Binmore, Ken & Osborne, Martin J. & Rubinstein, Ariel, 1990. "Noncooperative Models of Bargaining," Foerder Institute for Economic Research Working Papers 275482, Tel-Aviv University > Foerder Institute for Economic Research.
- Ronghuo Zheng & Tinglong Dai & Katia Sycara & Nilanjan Chakraborty, 2016. "Automated Multilateral Negotiation on Multiple Issues with Private Information," INFORMS Journal on Computing, INFORMS, vol. 28(4), pages 612-628, November.
- Katharina Burger & Leroy White & Mike Yearworth, 2018. "Why so Serious? Theorising Playful Model-Driven Group Decision Support with Situated Affectivity," Group Decision and Negotiation, Springer, vol. 27(5), pages 789-810, October.
- Thomas Homer-Dixon & Manjana Milkoreit & Steven J. Mock & Tobias Schröder & Paul Thagard, 2014. "The Conceptual Structure of Social Disputes," SAGE Open, , vol. 4(1), pages 21582440145, March.
- Kjell Hausken, 1997. "Game-theoretic and Behavioral Negotiation Theory," Group Decision and Negotiation, Springer, vol. 6(6), pages 511-528, December.
- Ruud Gerards & Joan Muysken & Riccardo Welters, 2014.
"Active Labour Market Policy by a Profit-Maximizing Firm,"
British Journal of Industrial Relations, London School of Economics, vol. 52(1), pages 136-157, March.
- Gerards, R. & Muysken, J. & Welters, R.A.M.H.M., 2010. "Active labor market policy by a profit maximizing firm," Research Memorandum 042, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
- Kalyan Chatterjee & Gary L. Lilien, 1984. "Efficiency of Alternative Bargaining Procedures," Journal of Conflict Resolution, Peace Science Society (International), vol. 28(2), pages 270-295, June.
- Jyotishka Ray & Syam Menon & Vijay Mookerjee, 2020. "Bargaining over Data: When Does Making the Buyer More Informed Help?," Information Systems Research, INFORMS, vol. 31(1), pages 1-15, March.
- Chmielecki Michał, 2020. "Cognitive Biases in Negotiation - Literature Review," Journal of Intercultural Management, Sciendo, vol. 12(2), pages 31-52, June.
- Erik Hoelzl & Luise Hahn & Maria Pollai & Jan Masak, 2013. "The Effect of Feedback on Process and Outcome of Loan Negotiations: Consequences on Risk Aversion and the Willingness to Compromise," Group Decision and Negotiation, Springer, vol. 22(3), pages 541-559, May.
- Najib A. Mozahem & Moniat El Noufous K. El Masri & Nazhat M. Najm & Samah S. Saleh, 2021. "How Gender Differences in Entitlement and Apprehension Manifest Themselves in Negotiation," Group Decision and Negotiation, Springer, vol. 30(3), pages 587-610, June.
- Simon G�chter & Arno Riedl, "undated".
"Moral Property Rights in Bargaining,"
IEW - Working Papers
113, Institute for Empirical Research in Economics - University of Zurich.
- Gächter, Simon & Riedl, Arno, 2017. "Moral property rights in bargaining," Center for Mathematical Economics Working Papers 330, Center for Mathematical Economics, Bielefeld University.
- Simon Gaechter & Arno Riedl, 2002. "Moral Property Rights in Bargaining," CESifo Working Paper Series 697, CESifo.
- Emin Karagözoglu & Arno Riedl, 2010.
"Information, Uncertainty, and Subjective Entitlements in Bargaining,"
CESifo Working Paper Series
3133, CESifo.
- Karagozoglu, Emin & Riedl, Arno, 2010. "Information, Uncertainty, and Subjective Entitlements in Bargaining," IZA Discussion Papers 5079, Institute of Labor Economics (IZA).
- Karagozoglu, E. & Riedl, A.M., 2010. "Information, uncertainty, and subjective entitlements in bargaining," Research Memorandum 043, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
- van Damme, E.E.C., 1990.
"Fair division under asymmetric information,"
Other publications TiSEM
81fa79c5-4265-47a2-a142-0, Tilburg University, School of Economics and Management.
- van Damme, E.E.C., 1992. "Fair division under asymmetric information," Other publications TiSEM 80370fac-f0f5-4bdd-8a3f-2, Tilburg University, School of Economics and Management.
- van Damme, E.E.C., 1990. "Fair division under asymmetric information," Discussion Paper 1990-70, Tilburg University, Center for Economic Research.
- Van Damme, E., 1990. "Fair Division Under Asymmetric Information," Papers 9070, Tilburg - Center for Economic Research.
- van Damme, E.E.C., 1992. "Fair division under asymmetric information," Other publications TiSEM d0b9da55-49a5-41e6-8b53-6, Tilburg University, School of Economics and Management.
- Fabio Zagonari, 2010. "Sustainable, Just, Equal, and Optimal Groundwater Management Strategies to Cope with Climate Change: Insights from Brazil," Water Resources Management: An International Journal, Published for the European Water Resources Association (EWRA), Springer;European Water Resources Association (EWRA), vol. 24(13), pages 3731-3756, October.
- Scott D. Findlay & Paul Thagard, 2014. "Emotional Change in International Negotiation: Analyzing the Camp David Accords Using Cognitive-Affective Maps," Group Decision and Negotiation, Springer, vol. 23(6), pages 1281-1300, November.
More about this item
Keywords
Negotiation; Bargaining; Negotiation outcomes; Shared reality; Networks; Semantic networks; Dynamical negotiation networks; Group decision making; Dynamical systems; Complex systems;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:19:y:2010:i:6:d:10.1007_s10726-009-9165-y. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.