Thirty-five years and counting

Thirty-five years of research on turning points: insights gained and gaps to be filled

This chapter reviews three decades of research conducted on turning points (TPs) in negotiation. It begins with a historical overview that describes how the concept was discovered. The chapter highlights key ideas and findings. These include how negotiators monitor the process and adjust their moves, the relationship between crises and TPs, and the development and application of a three-part framework. These findings are the basis for developing a theory (or theories) of TPs. Building on the approach taken in the author's earlier Negotiation Journal special issue article, the chapter uses the perspective of levels of analysis (individual, interactive, collective) to provide a route for theory development. The levels idea is used as well to organize the research needed to fill gaps in one's understanding. The chapter concludes by suggesting two paths for theory development: separate theories at each of the three levels or an integrated theory based on an interplay among the levels.