Departures in negotiation: Extensions and new directions

Daniel Druckman*

*Corresponding author for this work

Research output: Contribution to journalReview articlepeer-review

32 Citations (Scopus)

Abstract

The conception of turning points advanced in this essay emphasizes events that occur in a chronological sequence which the author, in his previous work, has incorporated into a framework for case analysis. The framework covers three stages: precipitants that trigger change; departures which are the reaction to the precipitant; and consequences, which refer to the direction the negotiation takes as a result of the departure. Building on his earlier work, the author uses examples of a less-bounded international negotiation and cases culled from the headlines to demonstrate the framework's generality. He then considers the concept at the individual, relational, and collective levels in an attempt to probe the psychological and social processes that occur before, during, and after departures (turning points); and may be in fact, the underlying impetus for departures.

Original languageEnglish
Pages (from-to)185-204
Number of pages20
JournalNegotiation Journal
Volume20
Issue number2
DOIs
Publication statusPublished - Apr 2004
Externally publishedYes

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