Intuition or counterintuition? The science behind the art of negotiation

Article

Druckman, Daniel. 2009. "Intuition or counterintuition? The science behind the art of negotiation." Negotiation Journal: on the process of dispute settlement. 25 (4), pp. 431-448. https://doi.org/10.1111/j.1571-9979.2009.00237.x
Article Title

Intuition or counterintuition? The science behind the art of negotiation

ERA Journal ID19460
Article CategoryArticle
Authors
AuthorDruckman, Daniel
Journal TitleNegotiation Journal: on the process of dispute settlement
Journal Citation25 (4), pp. 431-448
Number of Pages18
Year2009
Place of PublicationHoboken, NJ. United States
ISSN0748-4526
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.

Keywordsconflict resolution; context; counterintuitive findings; metaphors for negotiation; negotiation processes; research traditions
ANZSRC Field of Research 2020520402. Decision making
470108. Organisational, interpersonal and intercultural communication
470104. International and development communication
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Byline AffiliationsUniversity of Queensland
Institution of OriginUniversity of Southern Queensland
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