Knowledge and the sequential processes of negotiation: a Markov chain analysis of response-in-kind

Article Abstract:

The Markov chain analysis was used to test whether tactical knowledge has an effect on integrative and distributive response-in-kind behavior patterns and on the shifting from distributive to integrative behaviors. This was done by providing 45 of the 90 dyads with tactical knowledge and the other 45 with none. Results showed that negotiators with or without tactical knowledge responded-in-kind to both distributive and integrative tactical behavior. Moreover, negotiators with tactical knowledge tend to persist with their integrative strategies regardless of the behavior of the other party only when there is already an established pattern of integrative behavior.

Usage, Negotiation, Negotiations, Markov processes

---

Effects of preinteraction expectancies and target communication on perceiver reciprocity and compensation in dyadic interaction

Article Abstract:

Dyadic Interaction has the influence of the behavior of the interactants. Two alternative responses are compensation and reciprocation. The models of the tactics in such communications are that communicators initially reciprocate the expected positive attitudes from the listeners. Compensation is observed for unexpected negative results. The communicators have to match with the desired behavior by reciprocating and compensating the undesired behaviors.

Psychological aspects, Influence, Communication, Communications, Expectation (Psychology), Expectations

---

The effects of reward structure and reciprocity in social dilemmas

Article Abstract:

Reciprocal strategies were found to be effective in influencing other members of a group to respond positively. Two contrasting types of strategies were evolved: soft (responsive) strategies and tough (unresponsive) strategies. In the two experiments conducted among college students it was found that the tough strategy was more effective. The soft strategy was susceptible to exploitation and therefore was found ineffective.

Social aspects, College students

Similar abstracts:

• Abstracts: The role of neuroticism on psychological and physiological stress responses. Dissidence from within: examining the effects of intergroup context on group member's reactions to attitudinal opposition
• Abstracts: Differential vocalization in budgerigars: towards an experimental analysis of naming. Time, trace, memory
• Abstracts: Puberty and the family formation process in Sudan: age-at-menarche differential fecundity hypothesis revisited
• Abstracts: Revisiting and reconsidering the historical survey of the Chinese minority nationalities societies. Transformation of the social organization of some minority ethnic groups in Yunnam over the past fifty years
• Abstracts: The limited concerns of social mobility research. Marrying someone from an outside group: An analysis of boundary-crossing marriages in Taiwan

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.