INTERPERSONAL CONFLICT SITUATIONS: ADOLESCENTS' NEGOTIATION PROCESSES USING AN INTERPERSONAL NEGOTIATION STRATEGY MODEL

Negotiation training and interpersonal development: an exploratory study of early adolescents in Argentina.

This paper reports findings from an exploratory outcome study of the Program for Young Negotiators training model with early adolescents in Buenos Aires, Argentina. Youth between the ages of 10 and 15 years (135 females, 70 males) were assessed before and after negotiation training, based on two measures of psychosocial attitudes and behavior. On the Five Factor Negotiation Scale (Nakkula & Nik...

An Atlas of Interpersonal Situations

Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.

This study examined the social effects of emotions related to supplication and appeasement in conflict and negotiation. In a computer-simulated negotiation, participants in Experiment 1 were confronted with a disappointed or worried opponent (supplication), with a guilty or regretful opponent (appeasement), or with a nonemotional opponent (control). Compared with controls, participants conceded...

Face Concerns in Interpersonal Conflict A Cross-Cultural Empirical Test of the Face Negotiation Theory

This study sought to test the underlying assumption of the face-negotiation theory that face is an explanatory mechanism for culture’s influence on conflict behavior. A questionnaire was administered to 768 participants in 4 national cultures (China, Germany, Japan, and the United States) asking them to describe interpersonal conflict. The major findings of this study are as follows: (a) cultur...

Negotiation, compromise, and collaboration in interpersonal and human–computer conversations

People are very adept at recognizing when something they said has been misunderstood by a conversational partner and at recognizing when they themselves have misunderstood something that was said earlier in the conversation. In either case, they will usually say something to repair the situation and regain mutual understanding. The same is true of non-understanding. If computers are ever to con...