SOCIAL-EMOTIONAL ASPECTS OF NEGOTIATION

被引：15

作者：

FAURE, GO ^{[1
]}

LEDONG, V ^{[1
]}

SHAKUN, MF ^{[1
]}

机构：

[1] NYU,LEONARD N STERN SCH BUSINESS,NEW YORK,NY 10006

来源：

EUROPEAN JOURNAL OF OPERATIONAL RESEARCH | 1990年 / 46卷 / 02期

关键词：

evolutionary systems design; Negotiation; task/social-emotional process;

D O I：

10.1016/0377-2217(90)90130-4

中图分类号：

C93 [管理学];

学科分类号：

12 ; 1201 ; 1202 ; 120202 ;

摘要：

The negotiation problem representation in evolutionary systems design (Shakun, 1988) is interpreted to include social-emotional as well as task aspects. Controls are actions having task and social-emotional components taken to deliver preferred combinations of task and social-emotional goals. Thus, normative controls (actions) recommended by a group decision and negotiation support system (GDNSS) such as Mediator (Shakun, 1988) can include both task and social-emotional components. We use as controls the categories of social interaction developed by Bales (1950), as well as the interaction rate. We study empirically the relation between these controls and the agreements reached by negotiators in a buyer-seller negotiation. The role of social-emotional interaction in the negotiation process and thus in its support by GDNSS is analytically specified. © 1990.

引用

页码：177 / 180

页数：4