Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations

34 Pages Posted: 23 Mar 2008 Last revised: 2 Mar 2009

See all articles by Lukasz W. Jochemczyk

Lukasz W. Jochemczyk

University of Warsaw, Faculty of Psychology

Andrzej Nowak

University of Warsaw - Institute for Social Studies

Date Written: 2007

Abstract

Negotiation theories focus on descriptions of various factors that influence the outcome of negotiations. Although the relationship between these factors and the outcome of the negotiation cannot be denied the result of the negotiation is clearly not predetermined but is worked out during the negotiation talks themselves. Current theories are unable to effectively explain how translate the process of talks into the outcome of the negotiation. In this paper we propose a network model of negotiation process that fills this gap. We describe how the shared reality is constructed during the course of a negotiation, show how the network model can represent this process and explain the outcome of a negotiation.

Suggested Citation

Jochemczyk, Lukasz W. and Nowak, Andrzej, Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations (2007). IACM 2007 Meetings Paper, Available at SSRN: https://ssrn.com/abstract=1111651 or http://dx.doi.org/10.2139/ssrn.1111651

Lukasz W. Jochemczyk (Contact Author)

University of Warsaw, Faculty of Psychology ( email )

Stawki 5/7
Warszawa, 00-183
Poland

HOME PAGE: http://plango.pl

Andrzej Nowak

University of Warsaw - Institute for Social Studies ( email )

Stawki 5/7
Warsaw, 00 183
Poland

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