Knowledge Dynamics Analysis in Negotiations

Abstract

The purpose of this paper is to present some research results we obtained in analysing knowledge dynamics during negotiation processes. For knowledge dynamics we use the semantic spectrum currently used in thermodynamics, through a metaphorical interface. In our view knowledge dynamics means complex transformations from one form of knowledge into another form of knowledge. In our research we considered the dyad containing cognitive knowledge and emotional knowledge, in the Nonaka’s oneness perspective. Cognitive knowledge is represented by the explicit or the rational knowledge. Emotional knowledge is represented by the result of processing our sensory information and integrating it into the non‑rational mind. Similar to energy, knowledge can be found in organizations and society in different forms: explicit knowledge, implicit knowledge, tacit knowledge, emotional knowledge, spiritual knowledge, symbolic knowledge. Our hypothesis is that one form of knowledge can be transformed into another form in a given Ba. Our research focused on iterative transformations of cognitive knowledge into emotional knowledge and of emotional knowledge into cognitive knowledge during negotiation processes. We designed and performed 28 experiments of simulated negotiations between an experienced negotiator and different individuals without any training in negotiations. The duration of each experiment was about 20 minutes. We videotaped all of these experiments obtaining about 9 hours of recorded negotiations. There were basically two types of negotiations: a) a typical trade negotiation, and b) a typical salary negotiation. Based on a well designed script, the experienced negotiator sent different cognitive and emotional messages to the would be employee, who has been asked to answer using both written and verbal answers. In the same time we recorded his expressions that reflected the emotional answer. By analysing the induced messages and the cognitive and emotional answers for each participant we got interesting results concerning the knowledge dynamics in the negotiation processes.