ERIC Number: ED193729
Record Type: RIE
Publication Date: 1980-May
Reference Count: 0
Negotiation Process Analysis: A Research and Training Tool.
This paper proposes the use of interaction process analysis to study negotiation behaviors. Following a review of current literature in the field, the paper presents a theoretical framework for the analysis of both labor/management and social negotiation processes. Central to the framework described are two systems of activities that together account for most of the behaviors that are unique to negotiation interactions: competitive behaviors used to control the division of limited resources ("hard" bargaining) and cooperative behaviors designed to increase the joint gain available to both negotiating parties ("soft" bargaining). The paper next presents a research instrument for use in negotiation process analysis that uses the format of an instrument developed for small group process analysis and which divides the process variables into three categories: soft negotiation acts, hard negotiation acts, and general negotiation acts. In conclusion, the paper discusses the applications of this instrument to negotiation research and negotiation training activities. (FL)
Publication Type: Information Analyses; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Identifiers: Negotiation Processes
Note: Paper presented at the Annual Meeting of the International Communication Association (30th, Acapulco, Mexico, May 18-23, 1980).