What is it about?
This paper aims to advance an integrative perspective of dynamic relationality in negotiation research by providing a symbiotic solution to modeling the cultural adaptation process in intercultural negotiations.
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Why is it important?
This symbiotic framework is both descriptive in its predictive capacity to simulate the complexity of non-linear negotiation environment, and prescriptive in its directive capacity to guide negotiators’ plan of action given each other’s observed behavior with a probability estimation.
Perspectives
I had the original ideas of this dynamic relationality back to 2012 and then five years passed by until I was able to numerically capture this idea through a symbiotic perspective borrowing mature concepts from biological science. It was a pleasant intellectual experience along the process of publishing this article as the final outcome has absorbed interesting views coming from reviewers and colleagues while the core point stayed unique.
Junjun Cheng
Shanghai University
Read the Original
This page is a summary of: Dynamic relationality toward congruence: a symbiotic solution to cross-cultural negotiations, International Journal of Conflict Management, October 2019, Emerald,
DOI: 10.1108/ijcma-03-2019-0050.
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