Abstract
Negotiation theories focus on descriptions of various factors that influence the outcome of negotiations. Although the relationship between these factors and the outcome of the negotiation cannot be denied the result of the negotiation is clearly not predetermined but is worked out during the negotiation talks themselves. Current theories are unable to effectively explain how translate the process of talks into the outcome of the negotiation. In this paper we propose a network model of negotiation process that fills this gap. We describe how the shared reality is constructed during the course of a negotiation, show how the network model can represent this process and explain the outcome of a negotiation.
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