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The process of negotiation, therefore, is considered to unfold between fixed points: starting point of discord, endpoint of convergence. The so-called security point, which is the result of optional withdrawal, is also taken into account. An important feature of negotiation processes is the idea of turning points (TPs).
Blau (1964), [6] and Emerson (1976) [7] were the key theorists who developed the original theories of social exchange. Social exchange theory approaches bargaining power from a sociological perspective, suggesting that power dynamics in negotiations are influenced by the value of the resources each party brings to the exchange (a cost-benefit analysis), as well as the level of dependency ...
Converting some of the more promising ideas and transforming them into tangible and partial alternatives; Selecting the alternative that sounds best; In negotiations involving different cultures, all parties need to account for cultural cognitive behaviours and should not let judgments and biases affect the negotiation.
The Mutual Gains Approach (MGA) to negotiation is a process model, based on experimental findings and hundreds of real-world cases, [1] [2] [3] ...
One view of negotiation involves three basic elements: process, behavior, and substance. The process refers to how the parties negotiate: the context of the negotiations, the parties to the negotiations, the tactics used by the parties, and the sequence and stages in which all of these play out.
It is conventional to refer to the actual "things" that move from one Participant to another as "deliverables," whether tangible or intangible. If users find it conceptually unusual or contextually difficult to refer to an intangible (informal) thing as a "deliverable," they may, instead, prefer to use an alternative descriptive term ...
One important application involving the law of comparative judgment is the widely used Analytic Hierarchy Process, a structured technique for helping people deal with complex decisions. It uses pairwise comparisons of tangible and intangible factors to construct ratio scales that are useful in making important decisions. [1] [2]
In this way, identity issues are tied closely to culture-based face-orientation factors. A face-threatening episode is an identity expectancy violation episode. Thus, the face-negotiation theory views conflict, intercultural conflict in particular, as a situation that demands active facework management from the two interdependent conflict parties.