Analyzing Negotiation Tactics

Development of a Negotiation Interact System

Bibliographic Data

ID2269372
AuthorsWilliam A Donohue (Michigan State University, corresponding author)
Year1981
Volume7
Issue3
Pages273-287
Publication date1981-03-01
Peer ReviewedYes
Open AccessYes
TypeARTICLE
VenueHuman Communication Research (JOURNAL)
Journal identifiersISSN: 0360-3989 • E-ISSN: 1468-2958
PublisherOxford University Press (OUP) (PUBLISHER)
DOI10.1111/j.1468-2958.1981.tb00574.x
OpenAlexW2070254443
LanguageEN
Citations received19
References cited34

This research has three main objectives: to formulate a set of negotiation tactics based on a qualitative examination of bargaining interaction and prior research, to develop an interact system to code negotiation interaction based on these tactics, and to test the extent to which relative tactical use could be used to determine winners and losers in the negotiation. Three types of tactics were developed: attacking, defending, and regressing. The tactics were further divided into those that cued or constrained the next utterance, and those that responded to the prior utterance. Thus, each utterance was coded twice—as a response and as a cue. The structure of relative tactical use significantly predicted the outcome of experimental negotiations. In addition, it was demonstrated that when the structure of relative tactical use was displayed visually, the researcher could gain a clear picture of the exchange process in the negotiation

Cognitive psychology · Cued speech · Microeconomics · Negotiation · Outcome (game theory · Political science · Set (abstract data type · Test (biology · Utterance · Computer Science · Conflict Management and Negotiation · Construction Project Management and Performance · Law · Psychology · Social Psychology · Team Dynamics and Performance · Artificial Intelligence

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