Structure of Communication Behavior

The first of these goals, whether context affects behavior, revolves around the particular problem being tackled. As the writers note, hostage negotiators and individuals in divorce mediations may well tackle the substantive issues they are dealing with through the same problem solving framework, but they may adopt wildly different approaches to handling relational dynamics between the individuals involved. While the authors note that such differences in occurrence have received "some attention" in the literature, they assert that pertinent questions remain "about the relationship between such changes and the underlying interpersonal dimensio

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cylinder model proposes that, at any given time, negotiator communication can emphasize one of three major motivations: Instrumental; Relational; and Identity. Instrumental motivation is seen when the primary goal of a negotiator is to maximize the gain of some tangible good or desire. Relational motivation can be viewed as the extent to which message behaviors are used to develop and manipulate interpersonal dynamics. Lastly, Identity motivation can be used during negotiations when other parties' and personal self-presentation (or saving face, for example) are predominant concerns. As the authors note, one of the main components of the cylinder model is the idea that negotiators can pursue each of the motivational concerns outlined above while adopting an Avoidance, Distributive, or Integrative orientation. The authors give several examples of how negotiators can interlace the levels of interaction and motivational source facets during the course of a negotiation. The last facet of the cylinder model is the fact that negotiators will often differ in the Intensity that they use in pursuing their goals. The authors assert that Intensity will vary as negotiators focus on the different motivations underlying their position.
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Some common words found in the essay are:
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Approximate Word count = 1860
Approximate Pages = 7 (250 words per page)

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