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Frequently
Asked Questions |
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Can
keeping a journal help me? |
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The journal writing process should be of help, not just to
negotiation researchers, but also to you as you fill out the journal.
Here are some of the benefits of filling out the journal:
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Journal writing enhances self-reflection, which is a key component of
strategic thinking2
and leadership.3
Self-reflection has also been shown to enhance problem-solving: those
trained to engage in self-reflection solved more problems, more
accurately, and in less time than did those not trained in self-reflection.4
- The pre-negotiation section reminds negotiators to consider all
aspects of their negotiation, including those highlighted by the most
renowned negotiation books (e.g., Getting to Yes, The Art and
Science of Negotiation).
- Journal writing enhances self-awareness in negotiation, and
enhanced self-awareness helps people resist opponent's persuasive arguments1
- Expressing one's thoughts and emotions in a written format has
been shown to help professional employees cope with stressful events,5
and is associated with clearer patterns of thought when facing
difficult challenges.6
Expression writing can also enhance a person's sense of self-control
and efficacy.7
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What
will I be asked to do? |
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(1) Before your negotiation, describe the negotiation and answer some
questions about yourself.
(2) Three times during the negotiation, describe your approach to the
negotiation and the other party-once at the beginning of
negotiations, once in the middle, and once at the end.
(3)After the negotiation, assess the outcome. |
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How
will data be used? |
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Your responses will be used for research purposes only, and will be
COMPLETELY CONFIDENTIAL. No names of companies or people will ever be
listed, and reports will only include summary data. |
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How
long will it take? |
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The pre-negotiation entry will take about 30 minutes. The
post-negotiation will take about 10 minutes. It should take about 25
minutes for each of the 3 journal entries. |
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Who
are the researchers? |
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Ray Friedman is a professor at Vanderbilt Univerisity's Owen Graduate
School of Management, who specializes in the study of negotiation and
dispute resolution. If you would like to see more about Professor
Friedman, visit his web site at
http://mba.vanderbilt.edu/external/faculty/fac_friedman.htm
Carsten DeDreu is a professor at the department of psychology of the
University of Amsterdam (The Netherlands). He specializes in
negotiation and small group conflict. If you would like to see more
about Professor DeDreu, visit his web site at www.uva.psy.nl
(under construction, expected May 2001). |
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What
kind of feedback will I get? |
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(1) When you fill out the personality survey, you will be provided
with an assessment of your scores and what they mean.
(2) When you finish your negotiation, you will get a "journal
summary" that shows how your responses changed over time.
(3) After we have collected some data, we will provide you with a
report showing how your responses compared to others. |
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What
kind of questions will be asked? |
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Some of the questions will be quantitative. That is, you will respond
to items using a scale. These responses are added to create several
numerical indexes. Some questions will be qualitative. That is, you
will asked a question and be able to write out whatever your response
is to that question. |
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Can
I fill out a journal for a negotiation that has already begun? |
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We prefer that you begin the journal process when the negotiations begin. |
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Is
any kind of negotiation acceptable? |
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Yes, with one exception. If it is a type of negotiation that happens
very quickly (e.g., a few hours) then it may not make sense to keep a journal. |
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