Intuition or counterintuition? The science behind the art of negotiation

Druckman, Daniel (2009) Intuition or counterintuition? The science behind the art of negotiation. Negotiation Journal, 25 (4). pp. 431-448. ISSN 0748-4526

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.


Statistics for USQ ePrint 19038
Statistics for this ePrint Item
Item Type: Article (Commonwealth Reporting Category C)
Refereed: Yes
Item Status: Live Archive
Additional Information: Permanent restricted access to published version due to publisher copyright policy.
Depositing User: epEditor USQ
Faculty / Department / School: Current - USQ Other
Date Deposited: 19 Sep 2011 04:44
Last Modified: 03 Jul 2013 00:38
Uncontrolled Keywords: conflict resolution; context; counterintuitive findings; metaphors for negotiation; negotiation processes; research traditions
Fields of Research (FOR2008): 17 Psychology and Cognitive Sciences > 1702 Cognitive Sciences > 170202 Decision Making
20 Language, Communication and Culture > 2001 Communication and Media Studies > 200105 Organisational, Interpersonal and Intercultural Communication
20 Language, Communication and Culture > 2001 Communication and Media Studies > 200103 International and Development Communication
Socio-Economic Objective (SEO2008): C Society > 95 Cultural Understanding > 9502 Communication > 950201 Communication Across Languages and Culture
Identification Number or DOI: doi: 10.1111/j.1571-9979.2009.00237.x
URI: http://eprints.usq.edu.au/id/eprint/19038

Actions (login required)

View Item Archive Repository Staff Only