Understanding Optimal Outcomes: The Role of Strategy Sequences in Competitive Negotiations.

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The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes (2010, background): “…negotiation behaviors , whether it is reciprocal sequencing of integrative tactics (i.e., matching identical negotiation tactics; Adair, 2003; Olekalns & Smith, 2000; Weingart, Prietula, Hyder, & Genovese, 1999; Weingart , Thompson, Bazerman, & Carroll, 1990) or complementary sequencing of…”
A cylindrical model of communication behavior in crisis negotiations (2002, background): “Behaviors central here include the making of offers, concessions, compromises, and priority information exchange in search for win-win agreements (Donohue, Diez, & Hamilton, 1984; Olekalns & Smith, 2000; Wilson & Putnam, 1990).”
Linguistic Style Matching and Negotiation Outcome (2005, unknown): “The extent of this matching in the final stages of interaction is related to negotiation success, with greater coordination around relational and instrumental issues being more likely to lead to a successful resolution (Donohue & Taylor, 2003; Olekalns & Smith, 2000; Taylor, 2002a).”
The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation (2005, background): “Researchers have found that joint gains go hand in hand with reciprocal information sharing about preferences and priorities ( Olekalns and Smith 2000, Weingart et al. 1999).”