PERAN ESTABLISHING COMMON GROUND SEBAGAI PENDEKATAN PENYELESAIAN NEGOTIATION IMPASSE
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Keywords:
negosiasi, membangun kesamaan, kebuntuan negosiasi
Abstract
Tujuan penelitian ini untuk mengetahui peran membangun kesamaan sebagai pendekatan penyelesaian kebuntuan negosiasi. Penelitian ini adalah penelitian kepustakaan. Data yang digunakan pada penelitian ini adalah data sekunder berupa buku dan jurnal yang telah terpublikasi sebagai sumber utama penelitan ini. Hasil penelitian menunjukkan bahwa hal-hal yang dibutuhkan guna membangun kesamaan yaitu: 1) tujuan superordinat, 2) musuh bersama, 3) harapan bersama, 4) mengatur waktu dan tenggat waktu, 5) membangun pandangan lain dan membuat kerangka kerja integratif, dan 6) membangun kesamaan.
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References
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Sherman, D. K., Brookfield, J., & Ortosky, L. (2017). Intergroup conflict and barriers to common ground: A self ‐ affirmation perspective. Social and Personality Psychology Compass, 11(12), e12364.
Singh, V., & Thurman, A. (2019). How many ways can we define online learning? A systematic literature review of definitions of online learning (1988-2018). American Journal of Distance Education, 33(4), 289-306.
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Zhu, Y. (2011). Building intercultural alliances: A study of moves and strategies in initial business negotiation meet.
Beers, P. J., Boshuizen, H. P., Kirschner, P. A., & Gijselaers, W. H. (2007). The analysis of negotiation of common ground in CSCL. Learning and instruction, 17(4), 427- 435.
Beers, P. J., Boshuizen, H., Kirschner, P. A., & Gijselaers, W. H. (2006). Common ground, complex problems and decision making. Group decision and negotiation, 15(6), 529-556.
Booth, A., Sutton, A., Clowes, M., & Martyn-St James, M. (2021). Systematic approaches to a successful literature review.
Détienne, F. (2006). Collaborative design: Managing task interdependencies and multiple perspectives. Interacting with Computers, 18(1 SPEC. ISS.), 1–20
Fosse, S. M., Ogliastri, E., & Rendon, M. I. (2017). When Dignity and Honor Cultures Negotiate: Finding Common Ground. In Negotiation and Conflict Management Research (Vol. 10, pp. 265–285). John Wiley and Sons Ltd.
Jochemczyk, Ł., Pietrzak, J., & Zawadzka, A. (2016). The construction of Dynamical Negotiation Networks depending on need for cognitive closure. Language Sciences, 53, 44–57.
Lewicki, R., Barry, B., Saunders, D. & Minton, J., 2003. Negotiation. 4th ed. New York: McGraw-Hill.
Li, J., Song, J., & Wang, C. (2021, October). The Business Negotiation Between Apple, Netflix and Samsung: An Interest-based Analysis. In 2021 6th International Conference on Modern Management and Education Technology .Atlantis Press.
Malhotra, D., & Bazerman, M. H. (2007). Investigative negotiation. Harvard business review, 85(9), 72.
Rossignoli, C., Ricciardi, F., & Bonomi, S. (2018). Organizing for Commons-Enabling Decision-Making Under Conflicting Institutional Logics in Social Entrepreneurship. Group Decision and Negotiation, 27(3), 417–443.
Santa, S. (2018). Finnish–Chinese investment negotiation: power positioning and search for common ground. Economic and Political Studies, 6(4), 445-468.
Shakun, M. F. (2013). The Connectedness Decision Paradigm: Group Decision, Negotiation and Leadership in World Problems. Group Decision and Negotiation, 22(4), 599–615.
Sherman, D. K., Brookfield, J., & Ortosky, L. (2017). Intergroup conflict and barriers to common ground: A self ‐ affirmation perspective. Social and Personality Psychology Compass, 11(12), e12364.
Singh, V., & Thurman, A. (2019). How many ways can we define online learning? A systematic literature review of definitions of online learning (1988-2018). American Journal of Distance Education, 33(4), 289-306.
Zhang, Z. X., Liu, L. A., & Ma, L. (2021). Negotiation beliefs: comparing Americans and the Chinese. International Business Review, 30(5), 101849.
Zhu, Y. (2011). Building intercultural alliances: A study of moves and strategies in initial business negotiation meet.
Published
2022-11-17
How to Cite
Pramudya, A. D., Barkah, C. S., & Jamil Achmawati Novel, N. (2022). PERAN ESTABLISHING COMMON GROUND SEBAGAI PENDEKATAN PENYELESAIAN NEGOTIATION IMPASSE. JMD : Jurnal Riset Manajemen & Bisnis Dewantara, 5(2), 61 - 66. https://doi.org/10.26533/jmd.v5i2.984
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