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| Author: | Money, R.B. Allred, C.R. |
| Title: | An exploration of a model of social networks and multilateral negotiations |
| Journal: | Negotiation Journal
2009 : JUL, VOL. 25:3, p. 337-356 |
| Index terms: | negotiation problem solving models networks |
| Freeterms: | social network theory coalition building |
| Language: | eng |
| Abstract: | Compared with traditional two-party negotiations, multilateral (or many-party) negotiations are much more complex . Herein, explored is a model of social network activity, particularly clique formation, among parties engaged in multilateral negotiation and the possible implications of such networks on the negotiation process and outcome. Based on data gathered from 375 subjects participating in a negotiation simulation, it is found out that, primarily, the negotiator's perspectives of clique formation (or coalition building) have unique effects on the integrative, problem solving approaches used in the process and on the negotiator's satisfaction with outcomes. Secondarily, centrality has a positive effect on both problem solving and satisfaction. It is found, interestingly, that those players emerging as the most dominant and powerful ones were not as satisfied (in relative levels) as those less powerful. |
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