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

Jönsson, Christer LU (2015) In International Negotiation 20(1). p.7-24
Abstract

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... (More)

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.

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Please use this url to cite or link to this publication:
author
organization
publishing date
type
Contribution to journal
publication status
published
subject
keywords
contextual approach, negotiation, social dynamics, social relations
in
International Negotiation
volume
20
issue
1
pages
18 pages
publisher
Brill Academic Publishers
external identifiers
  • Scopus:84961330807
ISSN
1382-340X
DOI
10.1163/15718069-12341294
language
English
LU publication?
yes
id
02581793-d529-4fa9-aa23-2e664e21da2c
date added to LUP
2016-09-23 13:02:34
date last changed
2016-09-23 13:02:34
@misc{02581793-d529-4fa9-aa23-2e664e21da2c,
  abstract     = {<p>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.</p>},
  author       = {Jönsson, Christer},
  issn         = {1382-340X},
  keyword      = {contextual approach,negotiation,social dynamics,social relations},
  language     = {eng},
  month        = {03},
  number       = {1},
  pages        = {7--24},
  publisher    = {ARRAY(0xb737450)},
  series       = {International Negotiation},
  title        = {Relationships between negotiators : A neglected topic in the study of negotiation},
  url          = {http://dx.doi.org/10.1163/15718069-12341294},
  volume       = {20},
  year         = {2015},
}