Intuition or counterintuition? The science behind the art of negotiation

Daniel Druckman*

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

5 Citations (Scopus)

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.

Original languageEnglish
Pages (from-to)431-448
Number of pages18
JournalNegotiation Journal
Volume25
Issue number4
DOIs
Publication statusPublished - Oct 2009
Externally publishedYes

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