Jill M. Purdy, Jennifer J. Kish-Gephart, G. Labianca, S. Ansari
In July 2017, Dr. Barbara Gray was honored with the Lifetime Achievement Award from the IACM during its 30th annual conference in Berlin, Germany. In this tribute article, we celebrate Barbara's unique and varied contributions to our understanding of conflict and collaboration. We highlight multiple aspects of Barbara's scholarly work including research on (a) intergroup conflict and organizational change, (b) power and conflict dynamics, (c) frames and framing, and (d) shared meanings and institutional theory approaches to conflict and conflict resolution. In reviewing this work, we recognize Barbara's lifelong concern for social justice and environmental sustainability, her pioneering use of qualitative methods, and her ongoing commitment to the development of young scholars.
{"title":"Connections and Collaboration—Celebrating the Contributions of Barbara Gray","authors":"Jill M. Purdy, Jennifer J. Kish-Gephart, G. Labianca, S. Ansari","doi":"10.1111/NCMR.12118","DOIUrl":"https://doi.org/10.1111/NCMR.12118","url":null,"abstract":"In July 2017, Dr. Barbara Gray was honored with the Lifetime Achievement Award from the IACM during its 30th annual conference in Berlin, Germany. In this tribute article, we celebrate Barbara's unique and varied contributions to our understanding of conflict and collaboration. We highlight multiple aspects of Barbara's scholarly work including research on (a) intergroup conflict and organizational change, (b) power and conflict dynamics, (c) frames and framing, and (d) shared meanings and institutional theory approaches to conflict and conflict resolution. In reviewing this work, we recognize Barbara's lifelong concern for social justice and environmental sustainability, her pioneering use of qualitative methods, and her ongoing commitment to the development of young scholars.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2018-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12118","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43823032","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Negotiating the Nexus: Symbiotic Relationship of Theory and Practice in Conflict Management","authors":"Benjamin J. Broome","doi":"10.1111/NCMR.12105","DOIUrl":"https://doi.org/10.1111/NCMR.12105","url":null,"abstract":"","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2017-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12105","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48157917","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Dignity and honor cultures are thought to yield dramatically different processes and outcomes in cross‐cultural negotiations. We challenge this conceptual dichotomy through the qualitative analysis of negotiation accounts by practitioners and graduate students. Drawing on self‐worth theory, we reexamine the delineation and contrast of dignity and honor cultures as they manifest in negotiations between French and Latin American people. According to our set of interviews and written narratives, negotiators on the two sides share a large set of perceptions of French negotiating behavior, coalescing into three main components—conventionality, pride in historical legacy, and conflict proneness. This French behavior falls into neither cultural category, but rather demonstrates the possibility of hybrids between them. We discuss implications for theory, practice, and teaching of cross‐cultural understanding, and, specifically, of the French negotiating style.
{"title":"When Dignity and Honor Cultures Negotiate: Finding Common Ground","authors":"S. Fosse, E. Ogliastri, M. Rendón","doi":"10.1111/NCMR.12103","DOIUrl":"https://doi.org/10.1111/NCMR.12103","url":null,"abstract":"Dignity and honor cultures are thought to yield dramatically different processes and outcomes in cross‐cultural negotiations. We challenge this conceptual dichotomy through the qualitative analysis of negotiation accounts by practitioners and graduate students. Drawing on self‐worth theory, we reexamine the delineation and contrast of dignity and honor cultures as they manifest in negotiations between French and Latin American people. According to our set of interviews and written narratives, negotiators on the two sides share a large set of perceptions of French negotiating behavior, coalescing into three main components—conventionality, pride in historical legacy, and conflict proneness. This French behavior falls into neither cultural category, but rather demonstrates the possibility of hybrids between them. We discuss implications for theory, practice, and teaching of cross‐cultural understanding, and, specifically, of the French negotiating style.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2017-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12103","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44954822","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
How can an organization improve its negotiation skills? The following article aims to answer this question by investigating how, and why, an organization's negotiation capability should be developed. We propose a four-level Organizational Model of Negotiation (OMoN), in which the individual level (I) concerns how people interact at the negotiation table; the linkages level (II) concerns how different negotiations impact one another; the infrastructure level (III) concerns how an organization may organize its negotiation functions; and finally, the capability level (IV) concerns how negotiation can be the source of competitive advantage. Our framework opens the path for developing the understanding of this issue by presenting teaching resources and identifying a possible theoretical underpinning. The article also presents a broad research agenda, which offers the basis for future studies to integrate concepts from different fields of research, such as from the management and strategy literature, into the field of negotiation.
{"title":"Approaching Negotiation at the Organizational Level","authors":"A. Borbely, Andrea Caputo","doi":"10.1111/NCMR.12106","DOIUrl":"https://doi.org/10.1111/NCMR.12106","url":null,"abstract":"How can an organization improve its negotiation skills? The following article aims to answer this question by investigating how, and why, an organization's negotiation capability should be developed. We propose a four-level Organizational Model of Negotiation (OMoN), in which the individual level (I) concerns how people interact at the negotiation table; the linkages level (II) concerns how different negotiations impact one another; the infrastructure level (III) concerns how an organization may organize its negotiation functions; and finally, the capability level (IV) concerns how negotiation can be the source of competitive advantage. Our framework opens the path for developing the understanding of this issue by presenting teaching resources and identifying a possible theoretical underpinning. The article also presents a broad research agenda, which offers the basis for future studies to integrate concepts from different fields of research, such as from the management and strategy literature, into the field of negotiation.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2017-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12106","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47892644","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Over an extensive history, graphic novels have developed into a legitimate form of fiction and nonfiction for readers and students. Use of graphic novels in classrooms has proven effective in facilitating learning for students, as a conduit for lifelong reading, a tool for increased comprehension and critical literacy, and a stimulus for interest and comprehension. In applying this to teaching negotiation and conflict management, graphic novels may be effective in engaging students and increasing understanding when terms and concepts are confusing or vague, especially in their differences, and can help students understand the process and outcome of negotiation, both objective and subjective. It is in this way that the use of graphic novels in teaching negotiation and conflict management links to the nexus of research, theory, practice, and pedagogy. The article closes by describing these connections, and offering some suggestions for how to source material and include it in classroom settings.
{"title":"Graphic Novels: A Brief History, Their Use in Business Education, and the Potential for Negotiation Pedagogy","authors":"Mallory Wallace","doi":"10.1111/NCMR.12108","DOIUrl":"https://doi.org/10.1111/NCMR.12108","url":null,"abstract":"Over an extensive history, graphic novels have developed into a legitimate form of fiction and nonfiction for readers and students. Use of graphic novels in classrooms has proven effective in facilitating learning for students, as a conduit for lifelong reading, a tool for increased comprehension and critical literacy, and a stimulus for interest and comprehension. In applying this to teaching negotiation and conflict management, graphic novels may be effective in engaging students and increasing understanding when terms and concepts are confusing or vague, especially in their differences, and can help students understand the process and outcome of negotiation, both objective and subjective. It is in this way that the use of graphic novels in teaching negotiation and conflict management links to the nexus of research, theory, practice, and pedagogy. The article closes by describing these connections, and offering some suggestions for how to source material and include it in classroom settings.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2017-10-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12108","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47405152","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
In the past 40 years, negotiation studies have become increasingly available and sought after across college campuses. While there is widespread agreement on the prominent role negotiation plays in education, in the workplace, in public policy, and in other fields, there remains a lack of consensus on pedagogies and teaching models that effectively train students and practitioners in the various aspects of negotiation, ranging from pre-intervention assessment, to effective bargaining, dialogue, and facilitation, to evaluating procedural and distributive outcomes. In order to synthesize distinct disciplinary approaches and skill/content areas into an integrated pedagogical model, this article describes a negotiation simulation designed to incorporate skill building, process management, conflict analysis, and conflict management tools. The model incorporates equal emphasis on theoretical frameworks and understanding, self-awareness training for facilitators, social network and stakeholder analysis for negotiation preparation, participatory analytical and discursive process management, and developing metrics for monitoring, evaluation and impact assessment.
{"title":"Educating Negotiators: Using Theory, Practice, Case Studies, and Simulations in an Integrated Learning Experience","authors":"J. Fisher, Beth Fisher-Yoshida","doi":"10.1111/NCMR.12104","DOIUrl":"https://doi.org/10.1111/NCMR.12104","url":null,"abstract":"In the past 40 years, negotiation studies have become increasingly available and sought after across college campuses. While there is widespread agreement on the prominent role negotiation plays in education, in the workplace, in public policy, and in other fields, there remains a lack of consensus on pedagogies and teaching models that effectively train students and practitioners in the various aspects of negotiation, ranging from pre-intervention assessment, to effective bargaining, dialogue, and facilitation, to evaluating procedural and distributive outcomes. In order to synthesize distinct disciplinary approaches and skill/content areas into an integrated pedagogical model, this article describes a negotiation simulation designed to incorporate skill building, process management, conflict analysis, and conflict management tools. The model incorporates equal emphasis on theoretical frameworks and understanding, self-awareness training for facilitators, social network and stakeholder analysis for negotiation preparation, participatory analytical and discursive process management, and developing metrics for monitoring, evaluation and impact assessment.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2017-09-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12104","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43566581","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Feeling and Deceiving: A Review and Theoretical Model of Emotions and Deception in Negotiation","authors":"Redona Methasani, Joseph P. Gaspar, B. Barry","doi":"10.1111/NCMR.12095","DOIUrl":"https://doi.org/10.1111/NCMR.12095","url":null,"abstract":"","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2017-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12095","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46630171","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
This article reviews the literature on the emotion of anger in the negotiation context. I discuss the known antecedents of anger in negotiation, as well as its positive and negative inter- and intrapersonal effects. I pay particular attention to the apparent disagreements within the literature concerning the benefits and drawbacks of using anger to gain advantage in negotiations and employ Attribution Theory as a unifying mechanism to help explain these diverse findings. I call attention to the weaknesses evident in current research questions and methodologies and end with suggestions for future research in this important area.
{"title":"Anger in Negotiations: A Review of Causes, Effects, and Unanswered Questions","authors":"David Hunsaker","doi":"10.1111/NCMR.12096","DOIUrl":"https://doi.org/10.1111/NCMR.12096","url":null,"abstract":"This article reviews the literature on the emotion of anger in the negotiation context. I discuss the known antecedents of anger in negotiation, as well as its positive and negative inter- and intrapersonal effects. I pay particular attention to the apparent disagreements within the literature concerning the benefits and drawbacks of using anger to gain advantage in negotiations and employ Attribution Theory as a unifying mechanism to help explain these diverse findings. I call attention to the weaknesses evident in current research questions and methodologies and end with suggestions for future research in this important area.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2017-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12096","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41961047","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
The discourse regarding Jewish–Arab intercommunity peacebuilding processes is undergoing major changes in recent years, gradually shifting from “coexistence” as the desired outcome to “shared society.” This article suggests that this transition portrays a paradigm shift that should be acknowledged and taken into account by peacebuilding activists and conflict specialists. The first section describes various common understandings of this shift in the context of Jewish-Arab relations in Israel. Section two will describe the underpinnings of the paradigm shift from individualistic to relational understanding of the self and argue that this shift is consistent with the wish for transition to “shared society” and to develop more dialogic frameworks of groups’ shared living. Section three will present a case study, the work of Givat Haviva, emphasizing the relational premises that can be found in its methodology to cultivate a shared society among Jews and Arabs in Israel.
{"title":"From Co‐existence to Shared Society: A Paradigm Shift in Intercommunity Peacebuilding Among Jews and Arabs in Israel","authors":"Ran Kuttner","doi":"10.1111/NCMR.12098","DOIUrl":"https://doi.org/10.1111/NCMR.12098","url":null,"abstract":"The discourse regarding Jewish–Arab intercommunity peacebuilding processes is undergoing major changes in recent years, gradually shifting from “coexistence” as the desired outcome to “shared society.” This article suggests that this transition portrays a paradigm shift that should be acknowledged and taken into account by peacebuilding activists and conflict specialists. The first section describes various common understandings of this shift in the context of Jewish-Arab relations in Israel. Section two will describe the underpinnings of the paradigm shift from individualistic to relational understanding of the self and argue that this shift is consistent with the wish for transition to “shared society” and to develop more dialogic frameworks of groups’ shared living. Section three will present a case study, the work of Givat Haviva, emphasizing the relational premises that can be found in its methodology to cultivate a shared society among Jews and Arabs in Israel.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2017-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12098","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43370225","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
As the research and practice of restorative justice has grown, conversations have been ongoing about how to define and evaluate such practices. In this conceptual review, we argue for the utility and importance of adopting a communication perspective (Pearce, 1989, Communication and the human condition. Southern Illinois University Press, Carbondale, IL.) for defining, evaluating, and practicing restorative justice. We begin by describing a communication perspective before reviewing scholarly literature regarding defining and evaluating restorative justice. We also illustrate how a communication perspective can prompt useful questions about defining, evaluating, facilitating, and administering restorative justice. We conclude with a discussion of implications for research, facilitation, and organizational administration.
{"title":"Toward a Communication Perspective of Restorative Justice: Implications for Research, Facilitation, and Assessment","authors":"Gregory D. Paul, Ian M. Borton","doi":"10.1111/NCMR.12097","DOIUrl":"https://doi.org/10.1111/NCMR.12097","url":null,"abstract":"As the research and practice of restorative justice has grown, conversations have been ongoing about how to define and evaluate such practices. In this conceptual review, we argue for the utility and importance of adopting a communication perspective (Pearce, 1989, Communication and the human condition. Southern Illinois University Press, Carbondale, IL.) for defining, evaluating, and practicing restorative justice. We begin by describing a communication perspective before reviewing scholarly literature regarding defining and evaluating restorative justice. We also illustrate how a communication perspective can prompt useful questions about defining, evaluating, facilitating, and administering restorative justice. We conclude with a discussion of implications for research, facilitation, and organizational administration.","PeriodicalId":45732,"journal":{"name":"Negotiation and Conflict Management Research","volume":null,"pages":null},"PeriodicalIF":1.3,"publicationDate":"2017-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NCMR.12097","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41589286","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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