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Michael E. Holmes

In: Communication and Negotiation

Chapter 4: Phase Structures in Negotiation

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Phase Structures in Negotiation
Phase structures in negotiation

TIME MATTERS in negotiations; a negotiation begins, unfolds, and concludes. Ann Douglas's (1957, 1962) seminal case studies and later work by Gulliver (1979) and Morley and Stephenson (1977) describe negotiation as unfolding in a series of stages or phases. Phase models provide a narrative explanation of negotiation processes; that is, they identify sequences of events that constitute the story of a negotiation. In this approach a phase is a coherent period of interaction, characterized by a dominant constellation of communicative acts. This constellation serves a set of related functions in the movement from initiation to resolution of a dispute. Phase models address how and why negotiation behavior changes over time as parties interact.

Phase Structures

A phasic view of negotiation ...

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