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Advances in Defining a Right Problem in Group Decision and Negotiation

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Handbook of Group Decision and Negotiation

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Abstract

Not all group decision and negotiation agreements are right solutions. In order to take a right decision and find a right solution to a problem, one has to first of all define the right problem. This chapter presents the evolution of a dynamic problem – restructuring for definition of right problem/solution in group decision and negotiation and its manifestation in communication. It starts with a summary of the framework for Evolutionary Systems Design and the Connectedness Decision Paradigm Validation Test and then goes through seven ways in which communication, as a cognitive semiotic process, produces connectedness with the Other, namely, shift of attention, common ground, redefinition of communication, empathy, interactive alignment, theory-of -mind reasoning, and reciprocal adaptation. The presented analysis of authentic interaction data finds that connectedness with the Other, as a high-level surrogate for connectedness with One, can define right problem/solution in group decision and negotiation.

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Author information

Authors and Affiliations

  1. Leonard N. Stern School of Business, New York University, New York, NY, USA

    Melvin F. Shakun

  2. Center for Cognitive Semiotics, Lund University, Lund, Sweden

    Bilyana Martinovski

Authors
  1. Melvin F. Shakun
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  2. Bilyana Martinovski
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Correspondence to Bilyana Martinovski .

Editor information

Editors and Affiliations

  1. Wilfrid Laurier University Dept. Mathematics, Waterloo, ON, Canada

    D. Marc Kilgour

  2. University of Strathclyde Strathclyde Business School, Glasgow, UK

    Colin Eden

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Shakun, M.F., Martinovski, B. (2020). Advances in Defining a Right Problem in Group Decision and Negotiation. In: Kilgour, D., Eden, C. (eds) Handbook of Group Decision and Negotiation. Springer, Cham. https://doi.org/10.1007/978-3-030-12051-1_27-1

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  • DOI: https://doi.org/10.1007/978-3-030-12051-1_27-1

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-030-12051-1

  • Online ISBN: 978-3-030-12051-1

  • eBook Packages: Springer Reference Behavioral Science and PsychologyReference Module Humanities and Social SciencesReference Module Business, Economics and Social Sciences

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