Webbläsaren som du använder stöds inte av denna webbplats. Alla versioner av Internet Explorer stöds inte längre, av oss eller Microsoft (läs mer här: * https://www.microsoft.com/en-us/microsoft-365/windows/end-of-ie-support).

Var god och använd en modern webbläsare för att ta del av denna webbplats, som t.ex. nyaste versioner av Edge, Chrome, Firefox eller Safari osv.

Relationships between negotiators : A neglected topic in the study of negotiation

In English

Författare

Summary, in English

Negotiation can be seen as a dynamic social process. Perspectives emphasizing the social context and dynamics of negotiations have been largely neglected in the negotiation literature. This article addresses the question of why social relations have received such scant attention, reviews the existing literature on negotiation as a social process, and spells out some ingredients of a social contextual approach. Finally, by way of illustration, such an approach is applied to international negotiations. Whereas ideas about social dynamics emanate from a focus on individuals, international negotiations take place at a level of aggregation and representation most remote from the individual level. Yet, even at this macro level, social context matters in negotiations.

Publiceringsår

2015-03-17

Språk

Engelska

Sidor

7-24

Publikation/Tidskrift/Serie

International Negotiation

Volym

20

Issue

1

Dokumenttyp

Artikel i tidskrift

Förlag

Brill

Ämne

  • Political Science (excluding Public Administration Studies and Globalization Studies)

Nyckelord

  • contextual approach
  • negotiation
  • social dynamics
  • social relations

Status

Published

ISBN/ISSN/Övrigt

  • ISSN: 1382-340X