What We Think and How We Talk: Toward a Cognitive Model of Information Exchange in Negotiation
نویسنده
چکیده
Information exchange is a key factor that determines how negotiation proceeds and further what type of outcomes can be obtained from such a dynamic process. Normal information exchange includes both formal offers during the process of negotiation and informal communication occurs during or after formal negotiation. This paper examines this process using a cognitive perspective and proposes that what negotiators think will predict how they will talk in order to communicate with their counterparts during negotiation. A cognitive model is built with testable propositions put forward for possible empirical validation in future studies. Implications for this line of research are also explored in this paper.
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تاریخ انتشار 2005