Factors affecting negotiator orientation
By: Michael Eric Wooten
Contributors: Naval Postgraduate School (U.S.) 
Publisher: Naval Postgraduate School; Available from National Technical Information Service
Published: 1997
Place of publication: Monterey, Calif; Springfield, Va
Language: eng
Number of pages: 114
Description: Selected negotiation process models are presented through this conceptual work, which proposes to detect and      identity those behaviors, processes, and structures affecting the dynamics of the negotiation process. The factors      identified in this work have been drawn primarily from similar studies examining the forces which promote either      competitive or cooperative orientations in negotiators. This study reports the results of an extensive survey of the      literature and interviews of experts in deciding which of these factors also engender position-based and      interest-based orientations in negotiators. The researcher proposes an original model which shows that in this      dynamic: (1) a specific pattern of cyclical transactions characterizes the negotiator's orientation, and (2) the      parties to a conflict can be seen as shifting between a position-based orientation and an interest-based      orientation as certain conditions emerge. Additionally, the researcher's model suggests that negotiation can be      defined as a cyclical process of transactional exchanges among a set of parties seeking to fulfill their sets of      needs through social influence. Studies in management, psychology, organizational behavior, conflict resolution,      and systems dynamics provide the theoretical underpinnings of the model.
Notes: "December 1997."

Thesis advisor(s): Mark W. Stone, Katsuaki Terasawa.

Thesis (M.S. in Management) Naval Postgraduate School, December 1997.

Includes bibliographical references (p. 105-112)

Approved for public release; distribution unlimited.

Also available online.

System requirements: Adobe Acrobat reader.

US Marine Corps (USMC) author.

dk/dk cc:9116 7/8/98.