FOUNDATIONS AND EVIDENCE FOR AN INTERACTION‐BASED FLICT NEGOTIATION

Abstract

This paper outlines 4 assumptions behind attempts to explain the sequential organization of communication behavior during conflict. These assumptions were supported by an analysis of behavioral sequences coded from 9 hostage negotiations and 20 divorce mediations. Analyses showed that negotiators use only a small proportion of available responses to other party's behavior, and that this proportion rapidly decreases as sequence length increases. Critical to this channeling in behavior was the triple‐interact (i.e., cue‐response‐cue‐response), which represents the maximum sequence length required to enable accurate prediction of negotiators' future behavior. More detailed analysis showed that the triple‐interact reduced uncertainty in behavior by over 70%, which compares to less than 1% from knowledge of negotiation context and approximately 10% from knowledge of individual differences.

Citation

Taylor, P.J. and Donald, I. (2003), "FOUNDATIONS AND EVIDENCE FOR AN INTERACTION‐BASED FLICT NEGOTIATION", International Journal of Conflict Management, Vol. 14 No. 3/4, pp. 213-232. https://doi.org/10.1108/eb022899