Session Summary

Session Number:434
Session ID:S798
Session Title:In One Way and Out the Other: The Negotiation Process as a Site for Transformation
Short Title:Negotiation Process
Session Type:Division Symposium
Hotel:Hyatt West
Floor:LL1
Room:Haymarket
Time:Tuesday, August 10, 1999 10:30 AM - 11:50 AM

Sponsors

CM  (Laurie Weingart)weingart@cyrus.andrew.cmu.edu (412) 268-7585 

General People

Chair Kolb, Deborah M. Simmons GSM dkolb@vmsvax.simmons.edu 617-521-3871 
Chair Valley, Kathleen L. Harvard Business School kvalley@hbs.edu 617-495-6901 
Discussant Cobb, Sara  Harvard U. scobb@fielding.edu 617-495-1684 
Discussant Kolb, Deborah M. Simmons GSM dkolb@vmsvax.simmons.edu 617-521-3871 
Discussant Bazerman, Max M. Northwestern U. mbazer@nwu.edu (847)-491-8077 

Submissions

Interactively Determined Bargaining Scripts 
Presenter Valley, Kathleen L. Harvard Business School kvalley@hbs.edu 617-495-6901 
Language and Dialectical Tensions in the Dynamics of Teacher's Negotiations 
Presenter Putnam, Linda L. Texas A&M U. lputnam@tamu.edu 409-845-5514 
Solving "Our" Problem": The Psychological Transformation of Two Negotiating Parties into One Problem Solving Group 
Presenter Polzer, Jeffrey T. U. of Texas, Austin polzer@mail.utexas.edu 512-471-9456 
Presenter Bazerman, Max M. Northwestern U. mbazer@nwu.edu (847)-491-8077 

Abstract

The scholarly study of negotiation has focused primarily on individual attributes and the structural determinants of negotiation outcomes. The interactive process, where negotiators socially construct the meanings of their issues, their relationship, and their potential deals, has been largely neglected. Three panelists will present papers that discuss negotiation in terms of social interaction and describe the changes that occur as a result of process. These include the parties construction of their relatioship, their issues, and the possibilities they see for agreement. Three discussants, from different traditions in the field, will use the papers as a starting point for a broader discussion of the ways in which the negotiation process can be seen and studied as a site for transformation and change.