Alternative Models of Responsiveness in International Negotiation
Bibliographic Data
| ID | 6283387 |
|---|---|
| Authors | Daniel Druckman (0000-0002-0003-5620, National Academy of Sciences), Richard Harris (0000-0001-7943-9005, Cray Research, Inc.), Richard W Harris |
| Year | 1990 |
| Volume | 34 |
| Issue | 2 |
| Pages | 234-251 |
| Publication date | 1990-06-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Conflict Resolution (JOURNAL) |
| Journal identifiers | ISSN: 0022-0027 • E-ISSN: 1552-8766 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/0022002790034002003 |
| OpenAlex | W2120113090 |
| Language | EN |
| Citations received | 26 |
| References cited | 17 |
Alternative models of responsiveness are evaluated for goodness of fit to moves made by negotiators in six international negotiations: five arms-control talks and one base-rights negotiation. Three models, developed originally by Stoll and McAndrew (1986), are referred to as directional (tit-for-tat), trend, and comparative reciprocity. Seven models are variants on trend and comparative reciprocity including various lags and weightings for earlier and recent moves, as well as a combined trend and comparative model. The results indicate clear support for the comparative model in all of the negotiations analyzed: Negotiators responded to the difference between moves made by themselves and others in the previous round, adjusting their next move in the direction of the other's previous move. They did not respond to a monitored trend in the other's moves. Nor did the combined trend and comparative model improve predictions over the comparative model alone. Implications are discussed for the importance of fairness in the process of negotiating, for theories of information processing in bargaining, and for the “threshold-adjustment” hypothesis
Comparative statics · Control (management · Econometrics · Economics · Management · Microeconomics · Negotiation · Political science · Positive economics · Reciprocity (cultural anthropology · Conflict Management and Negotiation · Cultural Differences and Values · Experimental Behavioral Economics Studies · Law · Psychology · Social Psychology
The Democratic Peace and Territorial Conflict in the Twentieth Century
Thirty-Five Years of Research on Turning Points
Negotiation and Mediation
The United States and Russia in the New World Order
Context, Process, and Structure
Negotiation as a search for justice
Bargaining over Weapons
The Many Faces of Justice in International Negotiations
Comparative reciprocity during the Cold War
Current developments in international conflict management
Testing Alternative Models of Reciprocity Against Interaction During the Cold War
Place, culture, and peace; treaty cities and national culture in mediating contemporary international disputes
Conflict and cooperation in American‐Soviet relations
Rethinking justice and fairness
Great-Power Cooperation under Conditions of Limited Reciprocity
The Social Psychology of Arms Control and Reciprocation
Toward a Relevant Agenda for a Responsive Public Administration
Turning Points in International Negotiation
A Treasure Trove of Insights
The Situational Levers of Negotiating Flexibility
Value Differences and Conflict Resolution
The motivational basis of concessions and compromise
Successful Negotiation in International Violent Conflict
Frameworks, Techniques, and Theory
The Global Security Challenge to Negotiation
The Intrapersonal and Interpersonal Effects of Anger on Negotiation Strategies
Bargaining and group decision making
Distributive justice
Conflict Among Nations
Process and Outcome of Negotiations
The Social Psychology of Arms Control and Reciprocation
An Application of a Richardson Process Model
Stages, Turning Points, and Crises
Negotiating Strategic Arms Control, 1969-1979
Negotiating Strategic Arms Control, 1969-1979
Interactions and Perceptions in the Test Ban Negotiations
Approach-Avoidance Bargaining in the Test Ban Negotiations
Bargaining and gaming
| Unique citing works | 26 |
|---|---|
| Citations per year | 0,72 |
| Citation span | 1990 - 2020 (31) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 26 |