Knowledge and the sequential processes of negotiation: A Markov chain analysis of response-in-kind

The impact of tactical knowledge on integrative and distributive response-i n-kind behavior sequences and the ability to shift From distributive to int egrative behaviors were examined using data from a prior study. Ninety dyad s engaged in a multi-issue joint venture negotiation. Forty-five dyads were provided tactical knowledge and the other 45 were not. Markov chain analys is was used to test the hypotheses. A second-order chain best tit the data. Results showed that negotiators responded-in-kind to both distributive and integrative tactical behavior regardless of tactical knowledge. In line wi th Weick's (1969) "double interact" proposition of interlocked behaviors, n egotiators with tactical knowledge were more likely to respond-in-kind to i ntegrative behavior than were those without such knowledge, but only after their previous integrative behavior had been reciprocated. In addition, neg otiators with tactical knowledge engaged in longer chains of integrative be havior (regardless of the behavior of the other party) than did negotiators without tactical knowledge; however, this only occurred after two integrat ive behaviors had occurred previously. (C) 1999 Academic Press.