Punctuated Negotiations (Druckman & Olekalns)Justyna Wubs-Mrozewicz
Historians of conflicts study change. Today’s #microreview focuses on acute moments of change, namely turning points, as viewed by the social sciences. In negotiations, turning points happen when a conflict issue is being reframed, according to Daniel Druckman and Mara Olekalns (2013).
One of the ways to reach it is a skilled use of interruptions and timeouts because they create momentum and make salient pieces of information stand out. Another one is creating so-called anchoring events which defy expectations, e.g. through surprise. This approach can be useful when evaluating the course of #diplomatictalks, for instance in both external and internal Hanseatic conflicts: we do repeatedly see such ‘punctuated negotiations’. Again, the importance of negotiators/#conflictmanagers comes to the fore: they need(ed) to be resilient, adaptable and ‘open to the present moment’. And be willing to take risks, every now and then. Timeless skills.
Druckman, Daniel, and Mara Olekalns. “Punctuated Negotiations: Transitions, Interruptions, and Turning Points.”, in Handbook of Research on Negotiation, ed. by Mara Olekalns and Wendi L. Adair (Edward Elgar Publishing, 2013).