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: 431-448. doi:10.1111/j.1571-9979.2009.00237.x

Author Druckman, Daniel
Title Intuition or counterintuition? The science behind the art of negotiation
Journal name Negotiation Journal   Check publisher's open access policy
ISSN 0748-4526
Publication date 2009-10
Sub-type Article (original research)
DOI 10.1111/j.1571-9979.2009.00237.x
Volume 25
Issue 4
Start page 431
End page 448
Total pages 18
Place of publication Cambridge, MA, United States
Publisher Wiley-Blackwell Publishing
Language eng
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.
Keyword Conflict resolution
Counterintuitive findings
Metaphors for negotiation
Negotiation processes
Research traditions
Q-Index Code C1
Q-Index Status Provisional Code
Institutional Status UQ

Document type: Journal Article
Sub-type: Article (original research)
Collection: Rotary Centre for International Studies in Peace and Conflict Resolution Publications
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Citation counts: TR Web of Science Citation Count  Cited 1 times in Thomson Reuters Web of Science Article | Citations
Scopus Citation Count Cited 3 times in Scopus Article | Citations
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Created: Thu, 12 Nov 2009, 11:57:36 EST by Mr Andrew Martlew on behalf of Australian Centre for Peace and Conflict Studies