Intuition or counterintuition? The science behind the art of negotiation
Article
Article Title | Intuition or counterintuition? The science behind the art of negotiation |
---|---|
ERA Journal ID | 19460 |
Article Category | Article |
Authors | |
Author | Druckman, Daniel |
Journal Title | Negotiation Journal: on the process of dispute settlement |
Journal Citation | 25 (4), pp. 431-448 |
Number of Pages | 18 |
Year | 2009 |
Place of Publication | Hoboken, NJ. United States |
ISSN | 0748-4526 |
1571-9979 | |
Digital Object Identifier (DOI) | https://doi.org/10.1111/j.1571-9979.2009.00237.x |
Web Address (URL) | http://onlinelibrary.wiley.com/doi/10.1111/j.1571-9979.2009.00237.x/pdf |
Abstract | This article celebrates the achievements made by the community of negotiation researchers. Looking back on what has been accomplished, the article addresses three questions: How have we thought about negotiation? How have we studied it? And what have we discovered through conducting research? Of particular interest are counterintuitive findings about processes at the negotiating table, around the table, and away from the table. Building on these contributions, the article looks forward by asking: What are some avenues for further research? The article concludes optimistically by noting that there will be even more to celebrate at the journal's fiftieth anniversary. |
Keywords | conflict resolution; context; counterintuitive findings; metaphors for negotiation; negotiation processes; research traditions |
ANZSRC Field of Research 2020 | 520402. Decision making |
470108. Organisational, interpersonal and intercultural communication | |
470104. International and development communication | |
Public Notes | Files associated with this item cannot be displayed due to copyright restrictions. |
Byline Affiliations | University of Queensland |
Institution of Origin | University of Southern Queensland |
https://research.usq.edu.au/item/q0qz5/intuition-or-counterintuition-the-science-behind-the-art-of-negotiation
1848
total views8
total downloads2
views this month0
downloads this month