Eine Plattform für die Wissenschaft: Bauingenieurwesen, Architektur und Urbanistik
Eine Plattform für die Wissenschaft: Bauingenieurwesen, Architektur und Urbanistik
Can One Actually Say What One Wants? Adaptive Preferences in the Negotiation Process
This study investigates how power and psychology work within the process of negotiation. It focuses on how adaptive preference is developed when unequal power is exercised subtly. Through participant observation and in-depth interviews with committee participants of a cultural festival in Glasgow, two conclusions are drawn: 1) the powerless voluntarily adapted to their marginalized position by passively participating in the committee without complaint and 2) the powerful wielded influence only through their existence and ideology of growth, as other members adapted to become conscious of their existence and loyal to their ideology. By rebuilding the link between power and psychology, the research integrates recent work on power structures with research on negotiation skills within the planning discipline. Moreover, this article illustrates that a deeper understanding of human psychology and the dynamics of negotiation enables a planner to choose a more effective mediation strategy.
Can One Actually Say What One Wants? Adaptive Preferences in the Negotiation Process
This study investigates how power and psychology work within the process of negotiation. It focuses on how adaptive preference is developed when unequal power is exercised subtly. Through participant observation and in-depth interviews with committee participants of a cultural festival in Glasgow, two conclusions are drawn: 1) the powerless voluntarily adapted to their marginalized position by passively participating in the committee without complaint and 2) the powerful wielded influence only through their existence and ideology of growth, as other members adapted to become conscious of their existence and loyal to their ideology. By rebuilding the link between power and psychology, the research integrates recent work on power structures with research on negotiation skills within the planning discipline. Moreover, this article illustrates that a deeper understanding of human psychology and the dynamics of negotiation enables a planner to choose a more effective mediation strategy.
Can One Actually Say What One Wants? Adaptive Preferences in the Negotiation Process
Shin, Haeran (Autor:in)
Planning Theory & Practice ; 11 ; 339-357
01.09.2010
19 pages
Aufsatz (Zeitschrift)
Elektronische Ressource
Unbekannt
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