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About Social Distance and Negotiation
We employ a sensemaking lens to study economic transactions at the micro level, investigatinghow social distance affects the logic of exchange. In transcripts of 87 two-party negotiations, wefind that most pairs quickly coordinate on a shared logic of exchange and improvise in accordwith its implied rules throughout their interaction. Negotiators turn to three dynamic processes—trust-testing, process clarification, and emotional punctuation—when they have difficulty movingthe interaction toward a coherent, mutually agreed upon improvisation. The improvisations takethe form of openness, mutual gain, or haggling, and mediate the effects of social distance oneconomic outcomes.
Detailed Information
| Author: | Valley, Keros |
|---|---|
| ISBN: | 116838 |
| Pages: | 46 |
| Language: | English |
| File Size: | 0.244 |
| Format: | |
| Price: | FREE |
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