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下载PDF文件Di Stefano, Julia M., "Negotiating Needs: Using Cybernetics and Syntonics to Rewrite the Script", 1992
- 1992
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Negotiation between individuals, groups, and nation has been much in the news lately, and has merited the attention of system dynamic modelers, as was evident at the plenary session on negotiations at the 1990 International System Dynamics Conference. The “Behavioral Simulation Model of Single and Iterative Negotiations” presented there by Darling and Richardson provided a realistic model of critical factors negotiators take into account “while engaged in a joint decision-making process that leads to an outcome” (1990,299). This paper uses their model to explain why “long-term interdependent relationships…[sometimes] drift into increasingly competitive, acrimonious behavior…”(240). Using a fictional piece--“Tell Me a Riddle” by Tillie Olsen--this paper explores “the source of these [competitive] dynamics [which] may be found in the negotiators’ cognitive characteristics --the structure of problems they confront, their situational goals, and their behavioral limits and biases…” (240). After analyzing the behavior of the negotiators-- a couple that has been married for forty- seven years--this paper reframes the power distribution in the relationship and re-writes the script, using cybernetics and syntonoics, a system of interpersonal communication based on “being in tune with one another linguistically”(Elgin, 1987,23). The resulting script saves the wife from becoming a victim of her husband’s verbal abuse, and leads to more satisfactory negotiations.
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