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Keywords:

  • negotiation;
  • communication;
  • strategic choice;
  • bargaining;
  • timing

Abstract

Negotiation is a dynamic process in which negotiators change their strategies in response to each other. We believe mutual adaptation is best conceptualized as an emergent process and is a critical determinant of negotiators’ abilities to identify mutually beneficial solutions. We argue that three factors drive the process of negotiation and influence the quality of agreements: alignment of negotiators’ strategies across individuals (strategy sequences), alignment of negotiators’ strategies with the negotiation-wide dynamic (phases), and congruence of negotiators’ goals.