Transformations and Critical Moments in Negotiations

Transformation is not a new concept in the conflict literature. It forms the foundation for a particular school of thought in mediation and plays a major role in the analysis of international conflicts. More‐over, it shapes the goals and processes for managing public conflicts through dialogue and d...

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Bibliographic Details
Published in:Negotiation journal 2004-04, Vol.20 (2), p.275-295
Main Author: Putnam, Linda L.
Format: Article
Language:English
Subjects:
Bargaining
Changes
Communication
Conflict management
Conflict resolution
Mediation
Negotiations
Studies
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Summary:Transformation is not a new concept in the conflict literature. It forms the foundation for a particular school of thought in mediation and plays a major role in the analysis of international conflicts. More‐over, it shapes the goals and processes for managing public conflicts through dialogue and democracy. Although transformation surfaces in a variety of conflict management arenas, this concept has received only a modicum of attention in the negotiation literature. This article centers on the definition and features of critical moments in negotiation that might foster conflict transformation. It draws from the literature on conflict transformation and applies this work to negotiations. First, the author explores the definitions, characteristics, and types of shifts that set up transformations. Then she examines internal and external factors that contribute to transformative moments. Finally, the essay concludes with a discussion of distinctions between transformation and related constructs, suggestions for conducting research, and implications of this work for negotiation research.
ISSN:0748-4526
1571-9979
DOI:10.1111/j.1571-9979.2004.00023.x