Sekret zmarnowanego czasu – dynamika budowania współdzielonej rzeczywistości w negocjacjach

• Authors: Andrzej Nowak , Łukasz Jochemczyk

Title variants

EN

THE SECRET OF WASTED TIME: DYNAMICS OF CREATING SHARED REALITY DURING THE NEGOTIATION PROCESS

• Languages of publication: PL

Abstracts

EN

It is considered that during the last 20 percent of the negotiation process participants make as much as 80 percent of all concessions, whereas during the first 20 percent of the negotiation time they are wasting their time. We conducted analyses of the processes of negotiations of 19 negotiation role-playing games. The analyses were conducted on the basis of the Dynamical Negotiation Network (DNN) model. The results prove that during the early stages of a negotiation important processes take place, which influence the final outcome of the negotiation.

Keywords

EN

NEGOTIATION DYNAMICS; DYNAMICAL NEGOTIATION NETWORK; NEGOTIATION; CONFLICT; COMMUNICATION; SOCIAL PSYCHOLOGY; SEMANTIC NETWORKS; COMPLEX SYSTEMS

• Publisher: Polskie Stowarzyszenie Psychologii Społecznej, Warszawa, Poland
• Journal: Psychologia Społeczna
• Year: 2009
• Volume: 4
• Issue: 3(11)
• Pages: 133-143

Contributors

author

Andrzej Nowak

author

Łukasz Jochemczyk

• Instytut Studiów Społecznych, Uniwersytet Warszawski, ul. Stawki 5/7, 00-183 Warszawa, Poland