Explaining negotiation outcomes: process or context?

Article

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
Article Title

Explaining negotiation outcomes: process or context?

ERA Journal ID42014
Article CategoryArticle
AuthorsIrmer, Cynthia (Author) and Druckman, Daniel (Author)
Journal TitleNegotiation and Conflict Management Research
Journal Citation2 (3), pp. 209-235
Number of Pages26
Year2009
Place of PublicationOxford, United Kingdom
ISSN1750-4708
1750-4716
Digital Object Identifier (DOI)https://doi.org/10.1111/j.1750-4716.2009.00038.x
Web Address (URL)http://onlinelibrary.wiley.com/doi/10.1111/j.1750-4716.2009.00038.x/pdf
Abstract

This study evaluates a set of hypotheses about the relative influence of negotiating processes and contexts on outcomes. The investigation proceeds in a sequence of steps. First, a number of process and outcome variables are coded from documented cases of 26 settled violent conflicts that have occurred since the end of World War II. These cases are used also to evaluate the impact of four contextual variables. High partial correlations indicate a strong relationship between process and outcome controlling for context. Second, a set of structured focused comparisons was conducted with four matched and mis-matched cases. By tracing the process in each of these cases through phases of the talks, we showed that there is a causal relationship between process and outcome. Third, a plausibility probe was designed to identify a mechanism responsible for the causal relationship. The probe discovered that the development of trust is a plausible explanation for the relationship between process and outcome. This mode of inquiry, referred to as ACE (association, causation, and explanation), is regarded as a model for research on negotiation and peace processes.

Keywordsnegotiation processes; outcomes; plausibility probe; process tracing; structured focused comparisons; trust
ANZSRC Field of Research 2020470207. Cultural theory
470108. Organisational, interpersonal and intercultural communication
441001. Applied sociology, program evaluation and social impact assessment
Public Notes

Copyright 2009 International Association for Conflict Management. First published online: 9 Jul 2009

Byline AffiliationsDepartment of States, United States
University of Queensland
Institution of OriginUniversity of Southern Queensland
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