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Nine Degrees of Uncertainty in Negotiations 谈判中的九度不确定性
IF 0.8 4区 管理学 Q4 MANAGEMENT
Negotiation Journal
Pub Date : 2023-03-27 DOI: 10.1111/nejo.12426
M. Schauer, Johann M. Majer, Roman Trötschel
Joint decision-making processes such as negotiations play a vital role in diverse societal contexts spanning from business and politics to sustainability-related negotiations. One of the most prominent examples of how negotiations play an important role in overcoming societal challenges was the COVID-19 vaccine supply negotiations. These negotiations have put the spotlight on an aspect of joint decision-making that always has been of great interest to both negotiation researchers and practitioners yet remains empirically understudied—the effect of uncertainty. In the present article, we develop a framework of uncertainty in negotiation using the COVID-19 vaccine supply negotiations between the European Union and pharmaceutical companies as an example. More specifically, we categorize different kinds of uncertainty based both on mathematical considerations (i.e., differentiation between risk, ambiguity, and uncertainty) as well as on more circumstantial factors. To do so, we adapted the nine kinds of uncertainty in environmental governance proposed by Dewulf and Biesbroek to the more general context of negotiations. We first differentiate between three natures of uncertainty (i.e., lack of knowledge, unpredictability, and interpretations) and three objects of uncertainty (i.e., issue-based, strategy-based, and context-based). Second, we illustrate the psychological barriers that negotiators face when handling uncertainty, before concluding with proposals for practitioners on how to manage different kinds of uncertainty. Overall, we aim at stimulating investigations of the effects of uncertainty in mixed-motive decision-making while simultaneously helping negotiation teachers and practitioners better cope with the additional demands created by specific kinds of uncertainty. © 2023 The Authors. Negotiation Journal published by Wiley Periodicals LLC on behalf of President and Fellows of Harvard College.
谈判等联合决策过程在从商业和政治到可持续性相关谈判的各种社会背景下发挥着至关重要的作用。新冠肺炎疫苗供应谈判是谈判如何在克服社会挑战方面发挥重要作用的最突出例子之一。这些谈判将焦点放在了联合决策的一个方面，这一方面一直是谈判研究人员和从业者非常感兴趣的，但在经验上仍然研究不足——不确定性的影响。在本文中，我们以欧盟与制药公司之间的新冠肺炎疫苗供应谈判为例，制定了谈判中的不确定性框架。更具体地说，我们根据数学考虑（即风险、模糊性和不确定性之间的区别）以及更多的间接因素对不同类型的不确定性进行分类。为此，我们将Dewulf和Biesbroek提出的环境治理中的九种不确定性适应了更为普遍的谈判背景。我们首先区分不确定性的三个性质（即缺乏知识、不可预测性和解释）和不确定性的两个对象（即基于问题、基于策略和基于上下文）。其次，我们说明了谈判者在处理不确定性时面临的心理障碍，然后就如何管理不同类型的不确定性向从业者提出建议。总的来说，我们的目标是激发对混合动机决策中不确定性影响的调查，同时帮助谈判教师和从业者更好地应对特定类型的不确定性带来的额外需求。©2023作者。Wiley Periodicals LLC代表哈佛学院院长和研究员出版的《谈判杂志》。
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引用次数: 0
Associate Editors' Note 副主编说明
IF 0.8 4区 管理学 Q4 MANAGEMENT
Negotiation Journal
Pub Date : 2023-02-18 DOI: 10.1111/j.1468-2249.2008.00258.x
Melissa Manwaring, D. Druckman, Carrie Menkel‐Meadow
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引用次数: 0
Decoding Negotiation Systems in the Middle East and North Africa: A Framework for Analysis 中东和北非的解码谈判系统：一个分析框架
IF 0.8 4区 管理学 Q4 MANAGEMENT
Negotiation Journal
Pub Date : 2023-02-16 DOI: 10.1111/nejo.12420
Arvid Bell, Dana Wolf
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引用次数: 0
Traveler There is No Path, the Path is Made by Negotiating: The Story of the Abraham Path, a Decade and a Half of Negotiations, and Lessons Learned 旅行者没有路，路是谈判走出来的：亚伯拉罕之路的故事、十五年的谈判和经验教训
IF 0.8 4区 管理学 Q4 MANAGEMENT
Negotiation Journal
Pub Date : 2023-02-13 DOI: 10.1111/nejo.12424
Joshua N. Weiss, William L. Ury
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引用次数: 0
Low Power, First Offers, and Reservation Prices: Weak Negotiators are Self‐Anchored by Their Own Alternatives 低权力，首次报价和保留价格:弱谈判者是自我锚定自己的选择
IF 0.8 4区 管理学 Q4 MANAGEMENT
Negotiation Journal
Pub Date : 2023-01-20 DOI: 10.1111/nejo.12423
Y. Maaravi, B. Heller, Aharon Levy
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引用次数: 1
Engaging Conflict History and Memory Across the Taiwan Strait: A Longitudinal Analysis of the Conflict Timelines from Interactive Conflict Resolution ( ICR ) Dialogues 台湾海峡两岸的冲突历史与记忆——从交互式冲突解决（ICR）对话中对冲突时间线的纵向分析
IF 0.8 4区 管理学 Q4 MANAGEMENT
Negotiation Journal
Pub Date : 2023-01-09 DOI: 10.1111/nejo.12422
Tatsushi Arai
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引用次数: 0
The Negotiation of “No” “不”的谈判
IF 0.8 4区 管理学 Q4 MANAGEMENT
Negotiation Journal
Pub Date : 2023-01-09 DOI: 10.1111/nejo.12421
D. Kolb, Mara Olekalns
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引用次数: 0
The Sakhnin/Misgav Land Dispute: Using 3‐D Negotiation Strategies to Analyze Conflict Resolution in Israel 萨赫宁/米斯加夫土地争端：用三维谈判策略分析以色列的冲突解决
IF 0.8 4区 管理学 Q4 MANAGEMENT
Negotiation Journal
Pub Date : 2022-11-25 DOI: 10.1111/nejo.12417
Hussein Tarabeih, Shula Gilad, Jennifer Sheffield
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引用次数: 0
Misalignment Management in Joint Ventures: Drafting JV Agreements to Prevent, De‐escalate, and Resolve Disputes 合资企业中的偏差管理:起草合资协议以防止、缓和和解决纠纷
IF 0.8 4区 管理学 Q4 MANAGEMENT
Negotiation Journal
Pub Date : 2022-11-21 DOI: 10.1111/nejo.12418
J. Bamford, Mackenzie Drutowski, Lois Fernandes, Matias Litewka, Tracy Branding Pyle
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引用次数: 0
Lessons from the Art and Science of Negotiation 谈判艺术与科学的启示
IF 0.8 4区 管理学 Q4 MANAGEMENT
Negotiation Journal
Pub Date : 2022-11-02 DOI: 10.1111/nejo.12415
A. Avgar
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引用次数: 0
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