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

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Author

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.

Publishing year

2015-03-17

Language

English

Pages

7-24

Publication/Series

International Negotiation

Volume

20

Issue

1

Document type

Journal article

Publisher

Brill

Topic

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

Keywords

  • contextual approach
  • negotiation
  • social dynamics
  • social relations

Status

Published

ISBN/ISSN/Other

  • ISSN: 1382-340X