Turning points in negotiation

Article

Druckman, Daniel and Olekalns, Mara. 2011. "Turning points in negotiation ." Negotiation and Conflict Management Research. 4 (1), pp. 1-7. https://doi.org/10.1111/j.1750-4716.2010.00068.x
Article Title

Turning points in negotiation

ERA Journal ID42014
Article CategoryArticle
AuthorsDruckman, Daniel (Author) and Olekalns, Mara (Author)
Journal TitleNegotiation and Conflict Management Research
Journal Citation4 (1), pp. 1-7
Number of Pages7
Year2011
Place of PublicationOxford, United Kingdom
ISSN1750-4708
1750-4716
Digital Object Identifier (DOI)https://doi.org/10.1111/j.1750-4716.2010.00068.x
Web Address (URL)http://onlinelibrary.wiley.com/doi/10.1111/j.1750-4716.2010.00068.x/pdf
Abstract

Turning points refer to events or activities that change the direction of negotiation, usually moving from impasse to progress. The completed research to date has addressed the question of when and how turning points occur. Case analyses have shown that they occur following a crisis that jeopardizes the sustenance of the talks (Druckman, 1986, 2001). They take the form of clear, self-evident departures from earlier events or patterns during the negotiation process, sometimes appearing rather suddenly, other times more gradually (Druckman, 2004; Olekalns & Weingart, 2008). Less is known about why turning points sometimes facilitate and sometimes impede subsequent negotiations. In this article, we identify gaps in our understanding of turning points and discuss research approaches that have been used in their investigation.

Keywordsnegotiation skills; interpersonal communication; negotiators; bargaining; solutions
ANZSRC Field of Research 2020520402. Decision making
470108. Organisational, interpersonal and intercultural communication
470104. International and development communication
Public Notes

Files associated with this item cannot be displayed due to copyright restrictions.

Byline AffiliationsPublic Memory Research Centre
University of Melbourne
Institution of OriginUniversity of Southern Queensland
Permalink -

https://research.usq.edu.au/item/q0qz3/turning-points-in-negotiation

Log in to edit
  • 1930
    total views
  • 17
    total downloads
  • 2
    views this month
  • 0
    downloads this month

Export as

Related outputs

Modelling intergroup conflict escalation and de-escalation
Druckman, Daniel and Nowak, Andrzej. 2010. "Modelling intergroup conflict escalation and de-escalation." 23rd Annual International Association of Conflict Management Conference (IACM23). Boston, United States 24 - 27 Jul 2010 Ann Arbor, MI. United States.
Case studies as evidence: lessons learned
Druckman, Daniel and Narlikar, Amrita. 2010. "Case studies as evidence: lessons learned." Narlikar, Amrita (ed.) Deadlocks in multilateral negotiations: causes and solutions. Cambridge, United Kingdom. Cambridge University Press. pp. 254-279
Group attachments in negotiation and collective action
Druckman, Daniel. 2006. "Group attachments in negotiation and collective action." International Negotiation: A Journal of Theory and Practice. 11 (2), pp. 229-252. https://doi.org/10.1163/157180606778968344
Simulation: learning through role playing and design
Druckman, Daniel and Ebner, Noam. 2011. "Simulation: learning through role playing and design ." Christie, Daniel J. (ed.) The encyclopedia of peace psychology . United States. John Wiley & Sons. pp. 1000-1004
Negotiation and mediation
Druckman, Daniel. 2011. "Negotiation and mediation ." Druckman, James N., Green, Donald P., Kuklinski, James H. and Lupia, Arthur (ed.) Cambridge handbook of experimental political science. Cambridge, United Kingdom. Cambridge University Press. pp. 413-429
Research digest
Druckman, Daniel and Waters, Nancy J.. 2006. "Research digest ." Negotiation Journal: on the process of dispute settlement. 22 (4), pp. 361-365. https://doi.org/10.1111/j.1571-9979.2006.00109.x
Frameworks, cases, and risk: Dupont's legacy
Druckman, Daniel. 2013. "Frameworks, cases, and risk: Dupont's legacy." Colson, Aurelien, Druckman, Daniel and Donohue, William (ed.) International negotiation: foundations, models and philosophies. Dordrecht, Netherlands. Republic of Letters. pp. 189-208
Explaining negotiation outcomes: process or context?
Irmer, Cynthia and Druckman, Daniel. 2009. "Explaining negotiation outcomes: process or context?" Negotiation and Conflict Management Research. 2 (3), pp. 209-235. https://doi.org/10.1111/j.1750-4716.2009.00038.x
Types of peaceful nations
Nan, Susan, Druckman, Daniel and Fisher, Joshua. 2011. "Types of peaceful nations." 24th Annual International Association for Conflict Management Conference (IACM 2011) . Istanbul, Turkey 03 - 06 Jul 2011
The role of equality in negotiation and sustainable peace
Albin, Cecilia and Druckman, Daniel. 2012. "The role of equality in negotiation and sustainable peace ." Coleman, Peter T. and Deutsch, Morton (ed.) Psychological components of a sustainable peace . New York, NY. United States. Springer. pp. 131-151
Turning points in multilateral trade negotiations on intellectual property
Crump, Larry and Druckman, Daniel. 2011. "Turning points in multilateral trade negotiations on intellectual property." 24th Annual International Association for Conflict Management Conference (IACM 2011) . Istanbul, Turkey 03 - 06 Jul 2011 Ann Arbor, MI. United States .
The role of justice in historical negotiations
Wagner, Lynn and Druckman, Daniel. 2012. "The role of justice in historical negotiations." Negotiation and Conflict Management Research. 5 (1), pp. 49-71. https://doi.org/10.1111/j.1750-4716.2011.00090.x
Turning points in multilateral trade negotiations on intellectual property
Crump, Larry and Druckman, Daniel. 2012. "Turning points in multilateral trade negotiations on intellectual property." International Negotiation: A Journal of Theory and Practice. 17 (1), pp. 9-35. https://doi.org/10.1163/157180612X630910
Distributive justice and the durability of peace agreements
Druckman, Daniel and Albin, Cecilia. 2010. "Distributive justice and the durability of peace agreements." Review of International Studies. 37 (3), pp. 1137-1168. https://doi.org/10.1017/S0260210510000549
The many faces of framing in negotiation
Druckman, Daniel and Druckman, James N.. 2011. "The many faces of framing in negotiation." Donohue, William A., Kaufman, Sanda and Rogan, Randall G. (ed.) Framing matters: perspectives on negotiation research and practice in communication. New York, NY. USA. Peter Lang Publishing. pp. 255-267
Frameworks, cases, and experiments: bridging theory with practice
Druckman, Daniel. 2010. "Frameworks, cases, and experiments: bridging theory with practice ." International Negotiation: A Journal of Theory and Practice. 15 (2), pp. 163-186. https://doi.org/10.1163/157180610X506947
Explaining national identity: from group attachments to collective action
Druckman, Daniel. 2006. "Explaining national identity: from group attachments to collective action." The Australian Centre for Peace and Conflict Studies. Occasional Papers Series. 2, pp. 1-37.
Dimensions of the conflict environment: implications for peace operation success
Diehl, Paul F. and Druckman, Daniel. 2009. "Dimensions of the conflict environment: implications for peace operation success." Journal of International Peacekeeping. 13 (1-2), pp. 6-44. https://doi.org/10.1163/187541109X402972
Onstage or behind the scenes? Relative learning benefits of simulation role-play and design
Druckman, Daniel and Ebner, Noam. 2011. "Onstage or behind the scenes? Relative learning benefits of simulation role-play and design ." Simulation and Gaming: an international journal of theory, design and research. 39 (4), pp. 465-497. https://doi.org/10.1177/1046878107311377
Intuition or counterintuition? The science behind the art of negotiation
Druckman, Daniel. 2009. "Intuition or counterintuition? The science behind the art of negotiation." Negotiation Journal: on the process of dispute settlement. 25 (4), pp. 431-448. https://doi.org/10.1111/j.1571-9979.2009.00237.x
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: on the process of dispute settlement. 25 (1), pp. 13-40. https://doi.org/10.1111/j.1571-9979.2008.00206.x
Unofficial international conflict resolution: is there a track one and a half? Are there best practices?
Nan, Susan Allen, Druckman, Daniel and Horr, Jana El. 2009. "Unofficial international conflict resolution: is there a track one and a half? Are there best practices?" Conflict Resolution Quarterly. 27 (1), pp. 65-82. https://doi.org/10.1002/crq.248
Procedural justice, problem solving, and negotiation outcomes
Wagner, Lynn and Druckman, Daniel. 2010. "Procedural justice, problem solving, and negotiation outcomes ." 23rd Annual International Association of Conflict Management Conference (IACM 2010). Boston, Massachusetts 24 - 27 Jun 2010 Ann Arbor, MI, United States.
The role of justice in negotiation
Albin, Cecilia and Druckman, Daniel. 2010. "The role of justice in negotiation." Kilgour, D. Marc and Eden, Colin (ed.) Handbook of group decision and negotiation. Dordrecht, Netherlands. Springer. pp. 109-119
Enhancing concept learning: the simulation design experience
Druckman, Daniel and Ebner, Noam. 2010. "Enhancing concept learning: the simulation design experience." Honeyman, Christopher, Coben, James and de Palo, Giuseppe (ed.) Venturing beyond the classroom. St.Paul, MN. USA. DRI Press. pp. 269-291
Representative decision making: constituency constraints on collective action
Druckman, Daniel, Cuhadar, Esra, Beriker, Nimet and Celik, Betul. 2011. "Representative decision making: constituency constraints on collective action ." Aquilar, Francesco and Galluccio, Mauro (ed.) Psychological and political strategies for peace negotiation: a cognitive approach. New York, USA. Springer. pp. 157-173
Evaluating peace operations
Diehl, Paul F. and Druckman, Daniel. 2010. Evaluating peace operations . Boulder, CO, United States. Lynne Rienner Publishers, Inc.
Understanding negotiation dynamics and progress in international trade: a turning points analysis of TRIPS
Crump, Larry and Druckman, Daniel. 2010. "Understanding negotiation dynamics and progress in international trade: a turning points analysis of TRIPS." 4th international Biennale on Commercial Negotiation: A New Approach to Commercial Negotiation (NEGOCIA 2010). Paris, France 17 - 18 Nov 2010 Paris, France.