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Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation
Author(s) -
Kolb Deborah M.
Publication year - 2004
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.1571-9979.2004.00021.x
Subject(s) - negotiation , position (finance) , variety (cybernetics) , law and economics , political science , public relations , computer science , business , sociology , law , artificial intelligence , finance
As parties bargain over the terms of an agreement, they are concurrently negotiating their relationship. In this parallel negotiation, parties seek to position themselves to advantage by using a variety of strategic moves. In so doing the other party can be put into a defensive position making it difficult to advocate effectively. Turns, such as interrupting, correcting, questioning, naming, and diverting, challenge these moves. Turns can be used restoratively to move out of a defensive position or participatively, to engage the other in collaboration. Anticipating strategic moves and having turns in mind is part of preparing to negotiate.