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- W2069838263 abstract "Abstract Negotiation is a dynamic process in which negotiators change their strategies in response to each other. We believe mutual adaptation is best conceptualized as an emergent process and is a critical determinant of negotiators’ abilities to identify mutually beneficial solutions. We argue that three factors drive the process of negotiation and influence the quality of agreements: alignment of negotiators’ strategies across individuals (strategy sequences), alignment of negotiators’ strategies with the negotiation‐wide dynamic (phases), and congruence of negotiators’ goals." @default.
- W2069838263 created "2016-06-24" @default.
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- W2069838263 date "2008-04-08" @default.
- W2069838263 modified "2023-10-15" @default.
- W2069838263 title "Emergent Negotiations: Stability and Shifts in Negotiation Dynamics" @default.
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- W2069838263 doi "https://doi.org/10.1111/j.1750-4716.2008.00008.x" @default.
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