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Interactive Alignment or Complex Reasoning: Reciprocal Adaptation and Framing in Group Decision and Negotiation

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  • Bilyana Martinovski

    (University of Stockholm)

Abstract

The purpose of this paper is to explore how speakers enter each other’s reference frames during interactive decision-making and negotiation. It examines the relation between reciprocal adaptation, Interactive Alignment Theory and Theory of Theory-of-Mind by using ethno-methodological analysis of audio-recorded activities. The study concludes that problem reframing is affected by interactivity and led by discursive mechanisms such as reciprocal adaptation, which realize as two types of embodied, cognitive and emotional processing: interactive alignment and complex reasoning. The type of activity predicts the functions of cognitive processing. In strategic negotiations, such as plea bargains, interactive alignment realizes complex emotionally loaded Theory-of-Mind reasoning. In addition, the analysis indicates that the participation of a judge does not inhibit the anchoring effect but rather reinforces it interactively. The study suggests a tentative framework for analysis of framing by describing cognitive processing in terms of temporal, consciousness and communicative characteristics. Multi-functionality of discourse features demands careful study of context rather than assumption of linguistic-discursive functions.

Suggested Citation

  • Bilyana Martinovski, 2014. "Interactive Alignment or Complex Reasoning: Reciprocal Adaptation and Framing in Group Decision and Negotiation," Group Decision and Negotiation, Springer, vol. 23(3), pages 497-514, May.
    • Handle: RePEc:spr:grdene:v:23:y:2014:i:3:d:10.1007_s10726-013-9363-5
    DOI: 10.1007/s10726-013-9363-5
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    References listed on IDEAS

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    1. Bilyana Martinovski & Wenji Mao, 2009. "Emotion as an Argumentation Engine: Modeling the Role of Emotion in Negotiation," Group Decision and Negotiation, Springer, vol. 18(3), pages 235-259, May.
    2. Bilyana Martinovski & David Traum & Stacy Marsella, 2007. "Rejection of Empathy in Negotiation," Group Decision and Negotiation, Springer, vol. 16(1), pages 61-76, January.
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    Cited by:

    1. Bingham, Logan Robert, 2021. "Vittel as a model case in PES discourse: Review and critical perspective," Ecosystem Services, Elsevier, vol. 48(C).

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