Interpretive filters: Social cognition and the impact of turning points in negotiation

Druckman, Daniel, Olekalns, Mara and Smith, Philip L (2009) Interpretive filters: Social cognition and the impact of turning points in negotiation. Negotiation Journal, 25 1: 13-40. doi:10.1111/j.1571-9979.2008.00206.x

Author Druckman, Daniel
Olekalns, Mara
Smith, Philip L
Title Interpretive filters: Social cognition and the impact of turning points in negotiation
Journal name Negotiation Journal   Check publisher's open access policy
ISSN 0748-4526
Publication date 2009-01
Sub-type Article (original research)
DOI 10.1111/j.1571-9979.2008.00206.x
Volume 25
Issue 1
Start page 13
End page 40
Total pages 28
Editor Michael Wheeler
Place of publication Cambridge, MA, United States
Publisher Wiley-Blackwell Publishing
Collection year 2010
Language eng
Subject 940299 Government and Politics not elsewhere classified
160607 International Relations
Formatted abstract
A number of studies have shown that certain events that occur during a negotiation can alter its course. Referred to as “turning points,” these events are precipitated by actions taken either outside or inside the talks that have consequences for outcomes. In this article, we report the results of two experiments designed to examine the impacts of two types of precipitating actions, external and internal. In the first experiment, which focused on external actions, we found that crises — as opposed to breakthroughs — produced more movement in negotiations in which parties viewed the social climate positively (high trust, low power). We found that parties achieved less movement in negative social climates (low trust, high power).

In the second experiment, which focused on internal actions, we found that cooperative precipitants (factors inducing change) were more likely to occur when parties negotiated in the context of positive social climates. Negotiation outcomes were also influenced by the climate: we found better individual outcomes for negotiations that occurred in positive climates (high trust, cooperative orientations). Inboth experiments, the social climate of the negotiation moderated the effects of precipitating factors on negotiation outcomes. Perceptions of trust and power filter the way negotiators interpret actions that occur outside or are taken inside a negotiation, which can lead to agreements or impasses.
Keyword Negotiation processes
Turning points
Q-Index Code C1
Q-Index Status Confirmed Code
Institutional Status UQ

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Citation counts: TR Web of Science Citation Count  Cited 13 times in Thomson Reuters Web of Science Article | Citations
Scopus Citation Count Cited 13 times in Scopus Article | Citations
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Created: Fri, 26 Feb 2010, 15:26:47 EST by Robin Smith on behalf of Institute for Social Science Research