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Building Momentum in Negotiations: Time‐Related Costs and Action‐Forcing Events
Author(s) -
Watkins Michael
Publication year - 1998
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.1998.tb00163.x
Subject(s) - negotiation , stalemate , forcing (mathematics) , action (physics) , momentum (technical analysis) , perception , political science , structuring , law and economics , economics , psychology , law , politics , mathematics , mathematical analysis , physics , finance , quantum mechanics , neuroscience
Using the negotiations over the future of Northern Ireland and other case examples, the author develops a conceptual framework for analyzing how negotiators seek to build momentum and overcome stalemate. The framework focuses on the choices negotiators face between taking action and waiting in the hope that counterparts will make concessions, exploring the importance of perceptions of time‐related costs and action‐forcing events in shaping decision making. The framework highlights the uneven, nonlinear nature of the flow of negotiation processes from initiation to agreement or breakdown, and focuses on the ways negotiators seek to influence the flow by shaping perceptions of time‐related costs, structuring action‐forcing events, and creating linkages among sets of negotiations.