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Humour in Negotiations: A Pragmatic Analysis of Humour in Simulated Negotiations

Author

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  • Yu Maemura

    (The University of Tokyo)

  • Masahide Horita

    (The University of Tokyo)

Abstract

This research attempts to shed light on the possible ways which humour could be used to improve the negotiation process in conflictual settings. Negotiators were observed for their use of humour in simulated negotiation scenarios, and a relationship has been observed between humour and laughter, and the structure of the negotiations. The structural and functional implications of humour observed and discussed in this research illustrate the potential for humour in negotiation processes at large.

Suggested Citation

  • Yu Maemura & Masahide Horita, 2012. "Humour in Negotiations: A Pragmatic Analysis of Humour in Simulated Negotiations," Group Decision and Negotiation, Springer, vol. 21(6), pages 821-838, November.
    • Handle: RePEc:spr:grdene:v:21:y:2012:i:6:d:10.1007_s10726-011-9251-9
    DOI: 10.1007/s10726-011-9251-9
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    References listed on IDEAS

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    1. Katia P. Sycara, 1991. "Problem Restructuring in Negotiation," Management Science, INFORMS, vol. 37(10), pages 1248-1268, October.
    2. Melvin F. Shakun, 1991. "Airline Buyout: Evolutionary Systems Design and Problem Restructuring in Group Decision and Negotiation," Management Science, INFORMS, vol. 37(10), pages 1291-1303, October.
    3. Masahide Horita, 2000. "Folding Arguments: A Method for Representing Conflicting Views of a Conflict," Group Decision and Negotiation, Springer, vol. 9(1), pages 63-83, January.
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    Citations

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    Cited by:

    1. Katharina Burger & Leroy White & Mike Yearworth, 2018. "Why so Serious? Theorising Playful Model-Driven Group Decision Support with Situated Affectivity," Group Decision and Negotiation, Springer, vol. 27(5), pages 789-810, October.

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