Holistic formal analysis of dilemmas of negotiation
The purpose of this paper is to examine dilemmas arising during the negotiation process where negotiators claim their positions and threats reciprocally. To obtain an holistic view of the dilemmas, we first define the class of negotiation we will focus on and then argue that inconsistency between th...
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| Veröffentlicht in: | Systems research and behavioral science 2008-09, Vol.25 (5), p.637-642 |
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| container_title | Systems research and behavioral science |
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| creator | Hermawan, Pri Kobayashi, Norimasa Kijima, Kyoichi |
| description | The purpose of this paper is to examine dilemmas arising during the negotiation process where negotiators claim their positions and threats reciprocally. To obtain an holistic view of the dilemmas, we first define the class of negotiation we will focus on and then argue that inconsistency between the claims leads to dilemmas. Then, after we define and classify six dilemmas rigorously in terms of a dramatic model, we show that these six dilemmas are all and only dilemmas arising in negotiation. This is the main finding of the paper. A holistic description of the inter‐relationships among the dilemmas is also presented. Copyright © 2009 John Wiley & Sons, Ltd. |
| doi_str_mv | 10.1002/sres.947 |
| format | Article |
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Copyright © 2009 John Wiley & Sons, Ltd.</description><subject>Correlation analysis</subject><subject>Dilemma</subject><subject>drama theory</subject><subject>holistic</subject><subject>Iraq war</subject><subject>Management</subject><subject>Methods</subject><subject>Negotiation</subject><subject>Negotiations</subject><subject>Psychological aspects</subject><subject>Social aspects</subject><subject>Studies</subject><issn>1092-7026</issn><issn>1099-1743</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>2008</creationdate><recordtype>article</recordtype><recordid>eNp9kU9LAzEQxYMoqFXwIxQP6mVrsmmSzVG0tkJR8A-Cl5DdnZRodqPJFu23N1pRFJU5zDv85jEzD6EdggcE4_wwBogDORQraINgKTMihnT1XeeZwDlfR5sx3mNMMCFkA9GJdzZ2tuobHxrt-rrVbhFt7HvTr62DptHvuoWZ76zurG-30JrRLsL2R--hm9PR9fEkm16Mz46Pplk1FExkZYFNSbQUQpZ1zVgBhJRJ5aYCWmtsTCFLLgWvpai14RWuOQNgOeWUaVzQHtpf-j4G_zSH2KnGxgqc0y34eVTpspzmkpFE7v1LUiapYMm5h3Z_gPd-HtLJURHJi2JYFDxB2RKaaQfKtsZ3QVczaCFo51sw6S3qiCRLyvLk3EODX_hUNTS2-nXgYDlQBR9TYEY9BtvosFAEq7cU1VuKKqX4tctz8lj8yamry9HVNz6FCi-fvA4Piov0A3V7PlaT6ekdvzsZK0xfAaiarD8</recordid><startdate>200809</startdate><enddate>200809</enddate><creator>Hermawan, Pri</creator><creator>Kobayashi, Norimasa</creator><creator>Kijima, Kyoichi</creator><general>John Wiley & Sons, Ltd</general><general>John Wiley & Sons, Inc</general><general>Wiley Periodicals Inc</general><scope>BSCLL</scope><scope>AAYXX</scope><scope>CITATION</scope><scope>7SC</scope><scope>8BJ</scope><scope>8FD</scope><scope>FQK</scope><scope>JBE</scope><scope>JQ2</scope><scope>L7M</scope><scope>L~C</scope><scope>L~D</scope></search><sort><creationdate>200809</creationdate><title>Holistic formal analysis of dilemmas of negotiation</title><author>Hermawan, Pri ; Kobayashi, Norimasa ; Kijima, Kyoichi</author></sort><facets><frbrtype>5</frbrtype><frbrgroupid>cdi_FETCH-LOGICAL-c4757-b80fb1a9779bdd558e11bbdd2fce3da0ff89b6976d97daf6c0d65ee523635a083</frbrgroupid><rsrctype>articles</rsrctype><prefilter>articles</prefilter><language>eng</language><creationdate>2008</creationdate><topic>Correlation analysis</topic><topic>Dilemma</topic><topic>drama theory</topic><topic>holistic</topic><topic>Iraq war</topic><topic>Management</topic><topic>Methods</topic><topic>Negotiation</topic><topic>Negotiations</topic><topic>Psychological aspects</topic><topic>Social aspects</topic><topic>Studies</topic><toplevel>peer_reviewed</toplevel><toplevel>online_resources</toplevel><creatorcontrib>Hermawan, Pri</creatorcontrib><creatorcontrib>Kobayashi, Norimasa</creatorcontrib><creatorcontrib>Kijima, Kyoichi</creatorcontrib><collection>Istex</collection><collection>CrossRef</collection><collection>Computer and Information Systems Abstracts</collection><collection>International Bibliography of the Social Sciences (IBSS)</collection><collection>Technology Research Database</collection><collection>International Bibliography of the Social Sciences</collection><collection>International Bibliography of the Social Sciences</collection><collection>ProQuest Computer Science Collection</collection><collection>Advanced Technologies Database with Aerospace</collection><collection>Computer and Information Systems Abstracts Academic</collection><collection>Computer and Information Systems Abstracts Professional</collection><jtitle>Systems research and behavioral science</jtitle></facets><delivery><delcategory>Remote Search Resource</delcategory><fulltext>fulltext</fulltext></delivery><addata><au>Hermawan, Pri</au><au>Kobayashi, Norimasa</au><au>Kijima, Kyoichi</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>Holistic formal analysis of dilemmas of negotiation</atitle><jtitle>Systems research and behavioral science</jtitle><addtitle>Syst. 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| ispartof | Systems research and behavioral science, 2008-09, Vol.25 (5), p.637-642 |
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| language | eng |
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| source | Wiley Journals; EBSCOhost Business Source Complete |
| subjects | Correlation analysis Dilemma drama theory holistic Iraq war Management Methods Negotiation Negotiations Psychological aspects Social aspects Studies |
| title | Holistic formal analysis of dilemmas of negotiation |
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