Critical Moments as “Transformations”
Critical Moments as “Transformations”
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关键时刻“转型”
DOI：
10.1111/j.1571-9979.2004.00022.x
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发表时间：
2004
影响因子：
0.8
通讯作者：
S. McNamee
中科院分区：
文献类型：
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作者：
S. McNamee
在我看来，关键时刻的概念是我们所有人都关心的，因为首先也是最重要的是，我们希望成为更好的谈判者。我们希望更深入地了解我们所做的事情。其次，我们希望能够教导和培训其他人我们所做的事情。考虑到这些目标，让我谈谈本节中文章的重点，其中关键时刻被视为潜在的转变。金伯林·利里 (Kimberlyn Leary) 在她的文章中将关键时刻称为关系时刻。她提醒我们这些时刻需要采取灵活的立场。利里展示了对对话的新特征保持灵活性的实用性。正如在任何其他对话中一样，我们在谈判中的身份总是显而易见的。在一次特定的谈判中我是谁取决于我和谁在一起；因此，评估在特定时刻、在特定关系配置中使用我的技能中的某些行动的能力至关重要。正是这种在谈判中涌现的自我概念，而不是明确定义的、可预测的自我，为谈判带来了创新的、关系性的品质。作为专业人士，我们被提醒谈判不是一个公式化的过程。这是一个响应过程。谈判参与者之间错综复杂地相互依赖。因此，我们必须对“他人”在构建我们自己的身份和能力方面的合作方式保持开放的态度。利里的文章强调了对自己和他人采取立场的必要性。她建议将自我/他人话语融合起来。
It seems to me that the notion of critical moments is of concern to all of us because, first and foremost, we want to be better negotiators. We want to have a deeper understanding of what we do. Second, we want to be able to teach and train other people about what we do. With those goals in mind, let me touch on the highlights of the articles in this section where critical moments are seen as potential transformations. In her essay, Kimberlyn Leary talks about critical moments as relational moments. She alerts us to the stance of flexibility these moments require. Leary demonstrates the utility of remaining flexible to the emergent features of the conversation. Who we are in negotiation, as in any other conversation, is always emergent. Who I am in a particular negotiation is dependent upon who I am with; and so my taking stock of the ability to use certain actions from within my repertoire in a particular relational configuration, in a particular moment, is of central importance. It is this notion of the emergent self in negotiation, as opposed to the well-defined, predictable self that brings an innovative, relational quality to negotiation. As professionals, we are reminded that negotiation is not a formulaic process. It is a responsive process. Participants in negotiation are intricately interdependent with one another. We must, therefore, remain open to the ways in which “the other” collaborates in the construction of our own identities and abilities. Leary’s article highlights the need to take a stance toward self and others. She proposes a merging of the self/others discourse.