Applying System Dynamics to a Negotiation Diagram

Abstract

This chapter introduces the negotiagram as a tool that contributes to the study of the negotiation process. The negotiagram is a construct that facilitates an understanding of interactions between negotiators and their temporal context. Given that the negotiation process can be seen as a system, system dynamics (SD) are used to explore the interactions and complexities in the proposed construct, especially when it comes to circumstances with a high degree of uncertainty, such as an economic crisis or disruptive innovation in the industry. The results suggest that the causal configurations that SD establish lead to non-linear relationships and feedback loops that direct behavior within negotiation, an understanding that further leads stakeholders to a holistic vision and the opportunity to change, manage, and control a negotiation as a system.

Citation

Sánchez-García, J.Y. and López-Hernández, C. (2020), "Applying System Dynamics to a Negotiation Diagram", García-Álvarez, S. and Atristain-Suárez, C. (Ed.) Strategy, Power and CSR: Practices and Challenges in Organizational Management, Emerald Publishing Limited, Leeds, pp. 85-99. https://doi.org/10.1108/978-1-83867-973-620201004