Social-emotional aspects of negotiation
| Autor: | Van Le Dong, Guy Olivier Faure, Melvin F. Shakun |
|---|---|
| Rok vydání: | 1990 |
| Předmět: |
Information Systems and Management
Knowledge management General Computer Science Relation (database) business.industry media_common.quotation_subject Representation (systemics) Management Science and Operations Research Evolutionary systems design Industrial and Manufacturing Engineering Social relation Task (project management) Negotiation Modeling and Simulation Negotiation theory Normative business Psychology Cognitive psychology media_common |
| Zdroj: | European Journal of Operational Research. 46:177-180 |
| ISSN: | 0377-2217 |
| Popis: | The negotiation problem representation in evolutionary systems design (Shakun, 1988) is interpreted to include social-emotional as well as task aspects. Controls are actions having task and social-emotional components taken to deliver preferred combinations of task and social-emotional goals. Thus, normative controls (actions) recommended by a group decision and negotiation support system (GDNSS) such as Mediator (Shakun, 1988) can include both task and social-emotional components. We use as controls the categories of social interaction developed by Bales (1950), as well as the interaction rate. We study empirically the relation between these controls and the agreements reached by negotiators in a buyer-seller negotiation. The role of social-emotional interaction in the negotiation process and thus in its support by GDNSS is analytically specified. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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