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- Title
How Do Ordinary Japanese Reach Consensus in Group Decision Making?: Identifying and Analyzing “Naïve Negotiation”.
- Authors
Morimoto, Ikuyo; Saijo, Miki; Nohara, Kayoko; Takagi, Kotaro; Otsuka, Hiroko; Suzuki, Kana; Okumura, Manabu
- Abstract
The purpose of this study is to investigate ways in which ordinary Japanese people negotiate in a multi-party meeting. We initially gave such a way of negotiation the tentative name of “naïve negotiation”. The analysis of the conversational data reveals three structural features of naïve negotiation: (1) at the utterance level, the participants tend to claim their opinions without providing any overt grounds, (2) at the local consensus-building level, they tend to jump to conclusions without the full examination of proposed hypotheses, (3) at the final consensus-making level, there tends to be disjunctions between discussion units. Although these features are not necessarily seen as irrational or illogical, a naïve-negotiation style can still be a trouble-source in achieving successful consensus-making. This leads us to emphasize the necessity of developing a support system for the discussants.
- Subjects
JAPANESE people; NEGOTIATION; GROUP decision making; HYPOTHESIS; DISCUSSION; PSYCHOLOGY
- Publication
Group Decision & Negotiation, 2006, Vol 15, Issue 2, p157
- ISSN
0926-2644
- Publication type
Article
- DOI
10.1007/s10726-006-9026-x