At Columbia University's Sustaining Peace Conference Lukasz Jochemczyk of the University of Warsaw presented the Dynamical Negotiation Network model, a new way to explore how to think about and construct negotiation talk, particularly for difficult conflicts. The purpose of negotiation is to achieve a joint decision. When people negotiate, they create a shared representation of the problem. This representation serves as a foundation for developing a joint decision through the negotiation process. In this workshop, Lukasz will show how the quality of the shared representation of the problem relates to the outcome of negotiation. The workshop will also explore ways to achieve a better outcome.

1. Sustaining Peace
Negotiation and the Dynamical Negotiation
Network Model
systems, applications, interventions
Łukasz Jochemczyk
This project was funded in the framework of the Polish
National Science Center grant No. 2011/01/D/HS6/02264

2. Instead of introduction
●
Who am I?
– Psychologist University of Warsaw→
– Trained in complex systems
– Trained in negotiation and mediation
– Research on Negotiation, Conflict, NIMBY, Social Dilemmas,
Risk, Time Perspectives ...
●
Why I am here?
– Understanding communication in negotiation
●
Communication result→
●
Procedural / Distributive satisfaction
●
What I bring with me?
– Dynamical Negotiation Networks (Jochemczyk & Nowak, 2010)

3. Introductory questions
●
Negotiations
– Negotiation training
– Negotiation practice (eg negotiating pocket money with
parents)
– What does it mean to win in negotiation
●
Win-win
●
Sustainable solution
●
Complex systems
– Complicated vs complex
●
Networks
– Structure (in-degree, out-degree, betweenness, closeness)
●
Fractal geometry

4. Complicated vs complex

5. Fractal geometry

6. Workshop Plan
●
About the Dynamical Negotiation Networks
model
●
Exercise Build your own network→
●
What can we infer from the model
●
Summary

7. Shared
reality
Negotiation communication←

8. Dynamical Negotiation Network
(Jochemczyk & Nowak, 2010)
●
Negotiation process in which parties are constructing→
a network – shared representation of a problem
●
The network is gradually constructed during the
negotiation process
– Nodes objects / arguments→
– Links relations between objects / arguments→
●
Changes in one part changes in other parts→
●
The outcome depends on:
– Dynamics of the network construction
– Changes in the network
– Structure of the network

9. 9
Product
quality
Seller's
pressures
Elements:
●
Parties' representation „Pressures”→
●
Facts / Objects Nodes→
●
Relations links→
+
–

10. Interactions in the network
Price
Product
quality
Good
reason

11. NCAA
quality
Playing in
the USA
Player's
quality
Player's
age
Player's
experience
President's
pressures
Agent's
pressures
Example – Negotiation of a basketball player's contract

12. Playing
professionally
President's
pressures
Agent's
pressures
Player's
quality
Player's
age
Player's
experience
Playing in
the USA
NCAA
quality
Club
quality
Experience in
the 1'st league
Players'
experience
Quality of
the sporting
facilities
Foreign
players in
the club
Player's pay190
Player’s
'foreignness’
Player’s
development
possibilities
150120
Competitive
offer
Sponsor
Average
league
player’s pay
180170

13. Network structure
●
Sources Out-degree←
●
Sinks In-degree←
●
Bridges In-betweenness←
●
Direct influence link to outcome←
– Sponsor
●
Feedback loop
– Player's quality Player's development→
possibilities”
In degreeOut degree
Price
Betweenness
In degree
Out degree
Source
Source
Sink
Sink
Bridge

14. Exercise
1) Read carefully
2) Highlight nodes in the text of the
conversation
3) Write down names of the nodes on the post-its
4) Try to play with them arrange them in a→
network according to your understanding of
the conversation
1) If you are not satisfied with current arrangement
→
1)Discuss it
2)Try to rearrange it again
Think what is the cause and what is the result
(which node influences and which node is influenced)

15. Analysis
●
Which nodes / links are crucial for the
outcome in your network?
●
What to add / change in the network?
●
What could be done if you are stuck?

16. The network – my interpretation

17. How to improve negotiate
negotiation?
●
Start early
●
Use your “Sources”
●
Build good “Bridge(s)”
●
Instead of fighting for “Sinks” discuss
consequences
●
Use the whole network throughout the
negotiation

18. 1 2 3 4 5
Negotiation stage
Meanfinalvaluesofout-degree
oftheintroducednodes
2,5
0,5
1,0
1,5
2,0
Introduction of key elements Out-degree
time

19. 1 2 3 4 5
Negotiation stage
1,1
1,2
1,3
1,4
1,5
Meanfinalvaluesofin-degreeof
theintroducednodes
Introduction of key elements In – degree
time

20. Introduction of key elements Betweenness
1 2 3 4 5
Negotiation stage
5,0E-4
1,0E-3
1,5E-3
2,0E-3
2,5E-3
Meanfinalvaluesofin-betweenness
oftheintroducednodes
time

21. 1 2 3 4 5
Negotiation stage
0,010
0,015
0,020
0,025
0,030
0,035
0,040
Meanfinalvaluesofout-closeness
oftheintroducednodes
Distance from the network center:
Out-Closeness
time

22. In-Closeness
1 2 3 4 5
Negotiation Stage
0,022
0,023
0,024
0,025
0,026
0,027
0,028
0,029MeanFinalIn-Closeness

23. 1 2 3 4 5
Negotiation stage
10
20
30
40
50
Numberofintroducednewnodes
Initial disagreement
Low
High
Network construction dynamics - Nodes

24. Network construction dynamics - Links
1 2 3 4 5
20
30
40
50
60
Numberointroducednewlinks
Initial disagreement
Low
High
Negotiation stage

25. Negotiators' High vs Low rigidity
←Low rigidity
High rigidity →

26. Network density in time
1 2 3 4 5
1,10
1,15
1,20
1,25
1,30
1,35
1,40
Initial conflict
Low
High
Meanin/out–degree
Negotiation stage

27. High Variability Nodes (HVN)
●
Increase both their in-degree and out-
degree throughout the whole
negotiation.
●
The more HVN in negotiation the
better result
(both win-win & sustainable)

28. 28
HVN Out-Degree→
Number of changes of Out-Degree in stages following an introduction
115
13
2 1 2
0
20
40
60
80
100
120
140
0 1 2 3 4
Number of changes
Numberofnodesthatchange
agivennumberoftimes

29. 29
HVN In–Degree→
121
11
0 1
0
20
40
60
80
100
120
140
0 1 2 3
Number of changes
Numberofnodesthatchange
givennumberoftimesNumber of changes of In-Degree in stages following an
introduction

30. Network extraction process
1)Competent judges
●
Stages:
1)Identifying nodes
●
Combining nodes between the judges (Rule “2 of 3”)
2)Naming nodes
3)Identifying connections & indicating node values
●
Combining connections between the judges (Rule “2 of 3”)
4)Indicating connection strengths
●
Designated computer program (available around
this summer)
2) Do it on your own
●
Designated computer program (expected this
fall)

31. Conclusions
What can we get from DNN model?
●
See where is the conflict
●
Disentangle the conflict
●
Provide on which elements focus the
communication in order to negotiate
constructively
●
What to do in order to reach win-win
solution

32. 33
Readings
●
Jochemczyk, L. W., & Nowak, A. (2010).
Constructing a Network of Shared
Agreement: A Model of Communication
Processes in Negotiations. Group Decision
and Negotiation, 19(6), 591–620.
doi:10.1007/s10726-009-9165-y
●
Jochemczyk, L. W., Pietrzak, J., Zawadzka, A.
(in review). Finding Common Ground:
Dynamical Negotiation Networks.

33. 34
Questions / Discussion

34. Lukasz Jochemczyk
LWJ@psych.uw.edu.pl