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Flipping the Power Dynamics in Measurement and Evaluation: International Aid and the Potential for a Grounded Accountability Model Negotiation Journal (IF 0.639) Pub Date : 2023-11-29 Eliza Urwin, Aisalkyn Botoeva, Rosario Arias, Oscar Vargas, Pamina Firchow
This article addresses the overlooked barrier of accountability in the localization of international aid and development. It argues that the conventional monitoring and evaluation (M&E) practices, designed to satisfy donor accountability, hinder genuine localization in conflict-affected settings. The authors emphasize the need for a shift in knowledge creation within M&E processes, advocating for more
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Implications of Time on Donor Behavior and Processes in Relation to Localization Negotiation Journal (IF 0.639) Pub Date : 2023-11-05 Aaron Stanley, Lesley Connolly
The growing rhetorical commitment to localizing international aid sits in contrast to the lack of change in the amount of funding going to locally based organizations. The increased focus on localization spotlights the inherent challenges within the international aid system and donor organizations' inability to adapt their practices to make genuine change. A critical barrier to substantial change is
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Toward a Third Local Turn: Identifying and Addressing Obstacles to Localization in Peacebuilding Negotiation Journal (IF 0.639) Pub Date : 2023-11-05 Thania Paffenholz, Philip Poppelreuter, Nicholas Ross
Localization in peacebuilding, development, and humanitarian work is grounded on the claim that principles of both justice and effectiveness demand a transfer of power from international to local actors, and thus a change in the current donor–recipient relationship and the way international cooperation works and is structured. Like any transfer of power, this creates opportunities and provokes resistance
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Negotiation Power: How Humanitarian Frontliners Get Things Done with Hard Bargainers Negotiation Journal (IF 0.639) Pub Date : 2023-10-17 Alain Lempereur
Hard bargainers are known to dictate terms. Humanitarian frontliners confront them daily. Some state and nonstate counterparts, guided by military necessity, are deemed so overpowering that it seems impossible to negotiate humanitarian necessity with them. And yet, humanitarians leverage negotiations with quite an edge. They construct working relationships and creative solutions to get access and deliver
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What about the Middle? Thinking Systematically about Localization Negotiation Journal (IF 0.639) Pub Date : 2023-10-17 Leslie Wingender, María Lucía Méndez
Colombia offers a unique case study for the localization debate. Unlike in other conflict-affected countries, international nongovernmental organizations are not the main channel through which international aid flows. Instead, Colombia has strong state capacity and a historically well-established civil society, including national- and regional-level social organizations, think tanks, universities,
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Peacebuilding Accountability: The United Nations Peacebuilding Fund and Community-Based Monitoring and Evaluation Negotiation Journal (IF 0.639) Pub Date : 2023-10-13 Landon Hancock
International peacebuilding as a discourse and practice has expanded rapidly in the nearly three decades since the publication of Boutros Boutros-Ghali's Agenda for Peace. Alongside the growth of peacebuilding efforts has come the realization that many peacebuilding projects conceived of and sponsored by the international community have failed to meet their own objectives or, more importantly, have
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A Practical Guide to Negotiation Simulation Writing Negotiation Journal (IF 0.639) Pub Date : 2023-08-31 Peter Kesting, Remigiusz Smolinski
There are many good reasons for writing negotiation simulations, but designing and preparing simulations that generate desired pedagogical effects is a challenging process. Building on an earlier article in this journal that presented fundamental principles for the design of negotiation simulations, this article offers a practical guide that outlines in detail how negotiation simulations can be structured
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To Bid or Not to Bid? That is the Question! First- Versus Second-Mover Advantage in Negotiations Negotiation Journal (IF 0.639) Pub Date : 2023-08-13 Yossi Maaravi, Aharon Levy, Ben Heller
For the past two decades, negotiation research has established a first-mover advantage based on the anchoring and adjustment heuristic. Negotiation scholars have argued that first offers serve as anchors that affect both counteroffers and settlement prices. Consequently, management education—including negotiation articles, books, courses, and seminars—often recommends that negotiators move first to
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Applying Negotiation Theory to the Interrogation of Detainees Negotiation Journal (IF 0.639) Pub Date : 2023-08-02 Robert B. McKersie
This article seeks to apply negotiation concepts to the interrogation of detainees. Specifically, Richard Walton and I worked on a project sponsored by the Intelligence Science Board (ISB) to develop protocols for interrogation that would take the high road and be true to our human values. We focus on “The Man in the Snow White Cell” — a true story that took place during the Vietnam War, with the arrest
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“What is Your Best Price?”—An Experimental Study of an Alternative Negotiation Opening Negotiation Journal (IF 0.639) Pub Date : 2023-05-22 Wolfram Lipp, Peter Kesting, Remigiusz Smolinski
Much attention has been devoted to the “first offer” in negotiation research. Rightly so, as strong empirical evidence shows that the first offer has a significant impact on the negotiated outcome and, therefore, is a highly relevant topic for negotiation scholars and practitioners. Scholars typically recommend making the first offer. However, in the field, we have observed an alternative opening tactic—asking
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Effectiveness of In-Person Versus Online Negotiation Teaching for Practitioners Negotiation Journal (IF 0.639) Pub Date : 2023-05-03 Patricia Oehlschläger, Michael A. Merz
Most negotiation courses have been taught in person. However, online education has become more prevalent over the past decade due to its flexibility, cost and time efficiency, and new digital technologies designed to compensate for the lack of personal contact. The global pandemic has accelerated this trend, raising the question of whether negotiation courses taught online are as effective as those
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Conflict + Anxiety = Turmoil! Introducing a Measure of Conflict Response Derailers Negotiation Journal (IF 0.639) Pub Date : 2023-04-25 Peter T. Coleman, Anthea Chan
Experiences of social conflict often trigger anxiety, which is associated with more reactive, extreme, and problematic responses to conflict. However, individuals respond to conflict anxiety in different ways. This article presents the findings from a series of scale development studies that sought to create and test a measure for assessing common behavioral response tendencies in interpersonal conflict
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The Mediating Alliance Negotiation Journal (IF 0.639) Pub Date : 2023-04-24 Laura Pujol, Immaculada Armadans, Francisco J. Medina, Lourdes Munduate, M. Teresa Anguera
This article proposes the conceptualization of the term “mediating alliance” to further the development of theories about success factors in mediation. Extending Bordin's pan-theoretical conceptualization of the “working alliance” to the field of mediation, we first define the term “mediating alliance.” We then apply research on success factors in mediation to elements of the alliance as it relates
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Nine Degrees of Uncertainty in Negotiations Negotiation Journal (IF 0.639) Pub Date : 2023-03-27 Marco Schauer, Johann M. Majer, Roman Trötschel
Joint decision-making processes such as negotiations play a vital role in diverse societal contexts spanning from business and politics to sustainability-related negotiations. One of the most prominent examples of how negotiations play an important role in overcoming societal challenges was the COVID-19 vaccine supply negotiations. These negotiations have put the spotlight on an aspect of joint decision-making
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Low Power, First Offers, and Reservation Prices: Weak Negotiators are Self-anchored by Their Own Alternatives Negotiation Journal (IF 0.639) Pub Date : 2023-01-20 Yossi Maaravi, Ben Heller, Aharon Levy
Although most scholars recommend making the first offer in negotiations, recent research and practitioners' experience have uncovered a second-mover advantage in certain situations. In the current article, we explore this first- versus second-mover dynamic by investigating the circumstances under which negotiators would make less favorable first offers than they would receive were they to move second
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The Sakhnin/Misgav Land Dispute: Using 3-D Negotiation Strategies to Analyze Conflict Resolution in Israel Negotiation Journal (IF 0.639) Pub Date : 2022-11-25 Hussein Tarabeih, Shula Gilad, Jennifer Sheffield
This article discusses a bitter land dispute in Israel between a Palestinian municipality and a Jewish municipality, analyzing the game-changing moves made by local civil society organizations to shift their relationship from adversaries to allies for regional cooperation. The article explores the origins of the conflict between Sakhnin Municipality and the neighboring Misgav Regional Council. We explain
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Misalignment Management in Joint Ventures: Drafting JV Agreements to Prevent, De-escalate, and Resolve Disputes Negotiation Journal (IF 0.639) Pub Date : 2022-11-21 James Bamford, Mackenzie Drutowski, Lois Fernandes, Matias Litewka, Tracy Branding Pyle
As with any group endeavor, joint ventures and partnerships are inherently prone to misalignment, deadlock, and disputes, given the constant evolution of partner strategies, interests, and constraints. Ideally, JV contractual agreements would be structured to manage those misalignments as they emerge, but the typical JV agreement utilizes boilerplate dispute resolution language without considering
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Nine Lessons from Love: Couples Therapy for Negotiators Negotiation Journal (IF 0.639) Pub Date : 2022-10-26 Mara Olekalns
Although negotiators need to build and sustain high-quality relationships, relatively little attention has been given to how they might accomplish this. Negotiation researchers have focused largely on the role of trust and trust violations in dealmaking, neglecting the insights that relationship science can offer. In this article, I integrate research from the close relationships and marriage therapy
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Worldviews and Conflict Analysis Negotiation Journal (IF 0.639) Pub Date : 2022-08-22 Mona Kanwal Sheikh
This article lays out an argument for relocating worldview analysis from the margins of conflict analysis to its center. While we may understand worldviews as an integral part of most escalated conflicts—which may seem to be about something else as well (e.g., energy, borders, economic grievances)—worldviews conflict can also be described as a particular form of conflict. This duality is important
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Negotiations in Heterogeneous Societies: Ratifying a Peace Agreement in Israel Negotiation Journal (IF 0.639) Pub Date : 2022-08-22 Ofer Zalzberg, Roie Ravitzky
This article analyzes Israel's ratification of the Israeli–Jordanian peace treaty to illustrate how a highly heterogeneous body politic achieved partial success in meeting the challenge of formulating a uniform foreign policy that coheres with colliding worldviews, including those anchored in religious and/or non-liberal reasoning. Building on this case study, the authors propose four principal recommendations
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Radical Secularism and Worldview Dilemmas in Countering Sectarianism in Lebanon Negotiation Journal (IF 0.639) Pub Date : 2022-08-22 Lars Erslev Andersen
Through an analysis of Lebanon, this article investigates the secularism dilemma, namely, that secularism often leads to the politicization of religion and a high risk of conflict. Although this is the case in Lebanon, Lebanese political activists and youth movements advocate for secularism as the only alternative to the present consociational political system. The article introduces the worldview
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Worldviews in Conflict: Negotiating to Bridge the Divide Negotiation Journal (IF 0.639) Pub Date : 2022-08-15 Daniel L. Shapiro, Jonathan Iwry
Many global and political conflicts involve differences in worldviews. As our world grows increasingly interconnected, and as differences in identity—and the politics of identity—play an increasingly prominent role in our cultural discourse, these differences become harder than ever to ignore. Yet worldviews remain poorly understood, and traditional methods of interest-based negotiation are insufficient
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Negotiating or Negotiated Across Worldviews? Understanding Identity and Fostering Responsible Agency Negotiation Journal (IF 0.639) Pub Date : 2022-08-04 Alain Lempereur
There are three general philosophical conceptions of how worldviews might impact negotiations—we can call them “meta” worldviews. At one extreme, actors negotiate, and are fully in charge; they can bypass any specific or “micro” worldviews they originally hold; they remain free agents in the final analysis. At the other extreme, “micro” worldviews shape protagonists' words and acts to such an extent
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On Negotiation Building Blocks and Bridging the Worlds We Build Negotiation Journal (IF 0.639) Pub Date : 2022-07-22 Jeffrey R. Seul
Each of the predominate approaches to negotiation and conflict resolution—interest-based bargaining, basic human needs approaches, and narrative approaches—is grounded in a particular worldview with embedded assumptions about why and how parties experience conflict, the building blocks available to construct a solution to their conflict, and the proper design goals and methods for assembling those
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What is a Worldview? Some Suggestions from the History of the Concept Negotiation Journal (IF 0.639) Pub Date : 2022-07-01 Elena Paola Carola Alessiato
The word “worldview” comes from German philosophy and literally means an all-inclusive “vision of the world.” Nowadays, the word has a more generic cultural or geopolitical usage, often associated with an equivocal or indefinite meaning. This article looks at the history of the word and clarifies its meaning and implications. For such an analysis, two thinkers, Wilhelm Dilthey and Karl Jaspers, both
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Worldview Analysis as a Tool for Conflict Resolution Negotiation Journal (IF 0.639) Pub Date : 2022-06-14 Ann Taves
When we survey the current theoretical landscape, we find two distinct approaches to the analysis of worldviews. The systemic approach centers on responses to fundamental worldview questions (aka “big questions”); the cognitive-behavioral approach focuses on the processes that give rise to behaviors that express worldviews. If we think of worldviews as subjective representations of the environment
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The Curious Case of the Irrational Disputant: Insights and Strategies from the Science of Moral Reasoning Negotiation Journal (IF 0.639) Pub Date : 2022-05-03 Jane Juliano
In mediation and negotiation, we sometimes encounter people who make decisions that seem to be inconsistent with what they say they care about and want, and with their alternatives to settlement. Some seemingly irrational decisions may be a result of automatic, intuitive moral judgments, which are best approached at a corresponding intuitive level. Social scientists have identified two “systems” of
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Interstate Arbitration: “… Settling Disputes Which Diplomacy Has Failed to Settle” Negotiation Journal (IF 0.639) Pub Date : 2022-04-19 Jeswald W. Salacuse
The subject of interstate arbitration has been largely neglected in the field of international relations, often dismissed as merely an obscure legal process. Drawing on numerous cases, this article argues that interstate arbitration has been a significant strategic factor in settling important international disputes and that its merit as a dispute resolution method should be evaluated not only on the
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Honesty Among Lawyers: Moral Character, Game Framing, and Honest Disclosures in Negotiations Negotiation Journal (IF 0.639) Pub Date : 2022-04-19 Taya R. Cohen, Erik G. Helzer, Robert A. Creo
Lawyers have broad discretion in deciding how honestly to behave when negotiating. We propose that lawyers’ choices about whether to disclose information to correct misimpressions by opposing counsel are guided by their moral character and their cognitive framing of negotiation. To investigate this possibility, we surveyed 215 lawyers from across the United States, examining the degree to which honest
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When Do Mediators Say “No”? The Case of American Resistance to Mediating the Gulf Diplomatic Crisis Negotiation Journal (IF 0.639) Pub Date : 2022-04-15 Siniša Vuković, Danielle Martin
When do mediators say “no” and refuse to manage an escalating conflict, even if they meet all of the prerequisites for jumpstarting a peacemaking process? Empirical studies to date have focused primarily on factors that facilitate the start of mediation efforts. Surprisingly, very little is known about the reasons that motivate third parties' refusal to engage. Working against the backdrop of conceptual
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Madeleine Albright: Negotiating Gender at Home and Abroad Negotiation Journal (IF 0.639) Pub Date : 2022-04-11 Brooke Davies
As the first female United States Secretary of State, Madeleine K. Albright redefined the role of America’s top diplomat. While Albright’s prolific foreign policy achievements are well documented, there has been little analysis of the negotiation style that contributed to her accomplishments. This article argues that Secretary Albright’s negotiation style was formed, at least in part, by the need to
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Feeling the Beating Heart of Lives Well Spent Negotiation Journal (IF 0.639) Pub Date : 2022-03-28 Grande Lum
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Out of this World: The Peacemaker’s Code Negotiation Journal (IF 0.639) Pub Date : 2022-03-18 Joel Cutcher‐Gershenfeld
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DeepakMalhotra. The Peacemaker’s Code . Published by Deepak Malhotra, 2021. 409 pages. $14.99 (paperback), ISBN: 978‐1736548530. Negotiation Journal (IF 0.639) Pub Date : 2022-03-18 Carrie Menkel‐Meadow
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The Scholar-Entrepreneurial Organization: Lessons in Building an Academic Startup Negotiation Journal (IF 0.639) Pub Date : 2022-03-03 Arvid Bell, Alexander Bollfrass, Monica Giannone, Alexander Nehrbass, Taylor Valley, Dana Wolf
This article introduces the concept of a scholar-entrepreneurial organization (SEO), defined as an entrepreneurial venture within an academic institution. We explore the case of the Negotiation Task Force (NTF), an SEO hosted at Harvard University’s Davis Center for Russian and Eurasian Studies. Equipped with university seed funding, the NTF is intended to be self-funded at the end of its 36-month
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Bringing People to the Table in New Ventures: An Effectual Approach Negotiation Journal (IF 0.639) Pub Date : 2022-02-24 Saras Sarasvathy, Helet Botha
When building new ventures, entrepreneurs confront the three problems of Knightian uncertainty, goal ambiguity, and isotropy. The literature on effectuation offers a framework for action, interaction, and reaction within the prediction control space that can help entrepreneurs tackle the above three problems. In this article, we offer a framework consisting of four approaches to negotiation that populate
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Confirming the Impact of Training on Negotiators and Organizations Negotiation Journal (IF 0.639) Pub Date : 2022-02-08 William W. Baber
This study seeks to determine the long-term impacts of training on negotiators and organizations. Although previous studies have linked training to negotiation outcomes, their findings have been based primarily on experimental data. This article analyzes survey data from business students who received negotiation training from the author over a period of ten years and were employed at the time of the
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Potential Power in a Quasi-Competitive Market Negotiation Journal (IF 0.639) Pub Date : 2022-01-26 Aydin S. Oksoy, Anil Nair, Chris H. Willis
Through a market-level examination of shifts in power, this article investigates the impact of potential power and actual power variables on negotiation outcomes viewed in terms of capital ($) in exchange for equity (%). The object of the negotiation is an embryonic firm, and the negotiation task is an exchange of capital invested by the angel investor for equity ownership offered by the entrepreneur
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Introduction to Special Section on Entrepreneurial Negotiation Negotiation Journal (IF 0.639) Pub Date : 2022-01-01 Melissa Manwaring,Lakshmi Balachandra
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ArtHinshaw, Andrea KupferSchneider, and Sarah RudolphCole, eds. Discussions in Dispute Resolution: The Foundational Articles. Oxford University Press, 2021. 440 pages. $99.95 (hardcover), ISBN: 9780197513248. Negotiation Journal (IF 0.639) Pub Date : 2022-01-01 Jacqueline Nolan‐Haley
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Peter T.Coleman. The Way Out: How to Overcome Toxic Polarization. Columbia University Press, 2021. 296 pages. $27.95 (hardcover), ISBN: 9780231197403. Negotiation Journal (IF 0.639) Pub Date : 2021-11-23 Heidi Burgess
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New Perspectives on Issue Analysis—One-Sided Preferences as a Strategic Source in Multi-Issue Negotiations Negotiation Journal (IF 0.639) Pub Date : 2021-11-16 Ernestine C. Siebert, Uta Herbst
Researchers have shown that structuring issues and organizing an agenda before a negotiation lead to improved negotiation performance. By using issue analysis, negotiators become aware of their own and their opponents’ preferences on negotiation issues and are able to use this knowledge to optimize their degree of success. Following research on asymmetrical preferences in negotiations, we introduce
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Teaching Entrepreneurial Negotiation Negotiation Journal (IF 0.639) Pub Date : 2021-11-15 Stephen E. Humphrey, Robert Macy, Cynthia S. Wang
Despite the importance of negotiation skills for entrepreneurs, the pedagogy of teaching negotiation to entrepreneurship students has not been fully developed. In some entrepreneurship programs, negotiation is covered briefly in a single class. In other programs, courses focused entirely on negotiation are available to entrepreneurship students; however, these classes are aimed primarily at those interested
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Toward a Normative Turn in Track Two Diplomacy? A Review of the Literature Negotiation Journal (IF 0.639) Pub Date : 2021-10-29 Julia Palmiano Federer
Almost six decades since the emergence of Track Two diplomacy, a form of informal and unofficial dialogues between conflicting parties facilitated by scholar-practitioners, scholarship on the field has grown exponentially. Originally conceived of as a discreet complement to Track One official negotiations between armed actors in conflict, Track Two has become an established and professionalized form
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Democratic Third Parties, Conflict Intensity, and International Mediation Tracking Negotiation Journal (IF 0.639) Pub Date : 2021-10-29 Tobias Böhmelt
Two well-established principles in the field of mediation are: conflicts that are especially difficult to resolve tend to attract international mediation and, secondly, democracies are more likely to mediate than other third parties. However, I argue that in the case of disputes that are both highly intense and involve third-party democracies, the joint effect is a lower probability of mediation. Mediation
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MaraOlekalns and Jessica A.Kennedy, eds. Research Handbook on Gender and Negotiation. Edward Elgar, 2020. 400 pages. $210.00 (hardcover), ISBN: 978‐1788976756. Negotiation Journal (IF 0.639) Pub Date : 2021-09-01 Andrea Kupfer Schneider
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Max H.Bazerman. Better, Not Perfect: A Realist’s Guide to Maximum Sustainable Goodness. Harper Business, 2020. 256 pages. $29.99 (hardcover), ISBN: 9780063002708. Negotiation Journal (IF 0.639) Pub Date : 2021-09-01 Roy J. Lewicki
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The Negotiator : On Translating Francis Walder’s Saint‐Germain, ou la Négociation Negotiation Journal (IF 0.639) Pub Date : 2021-09-01 Gerald Lees
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The 1960s Civil Rights Movement and Black Lives Matter: Social Protest from a Negotiation Perspective Negotiation Journal (IF 0.639) Pub Date : 2021-07-27 Robert B. McKersie
Today’s Black Lives Matter movement rests on the foundation of the civil rights movement of the 1960s and lessons from that earlier period are relevant to advancing racial justice today. Both movements provide rich material for understanding how social protests can be viewed as negotiation stories. This article uses a negotiations lens to (1) interpret key events and features of these two movements
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A New Local Turn for Track One Peace Process Research: Anthropological Approaches Negotiation Journal (IF 0.639) Pub Date : 2021-07-29 Esther Meininghaus
This article argues for a new local turn in peace process research to analyze the perspectives and local embeddedness of peace process participants in Track One negotiations. Historically, peace process research and practice have focused on mediators’ strategies for coaxing belligerent disputants into signing agreements. Problems with the implementation of such agreements (i.e., peacebuilding and peacekeeping)
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Open to Debate: Reducing Polarization by Approaching Political Argument as Negotiation Negotiation Journal (IF 0.639) Pub Date : 2021-07-21 Jonathan Iwry
One of the most prominent features of political polarization is the decline in civility and quality of political discourse. Those with opposing political viewpoints often refuse to engage in dialogue, and their limited attempts often end in unproductive conflict. In this article, I examine the commonalities between political arguments and negotiations to consider how the principles of negotiation theory
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Jennifer L.Schulz. Mediation and Popular Culture. Routledge, 2020. 148 pages. $160.00 (hardcover), ISBN: 9780367181055. Negotiation Journal (IF 0.639) Pub Date : 2021-06-01 Amy J. Cohen,Jennifer W. Reynolds
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Negotiating the Pandemic Like an Entrepreneur: Lessons from the Turbulent World of Start‐Up Ventures Negotiation Journal (IF 0.639) Pub Date : 2021-03-27 Melissa Manwaring, Amanda Weirup, Lakshmi Balachandra
The COVID‐19 pandemic has forced many organizations to negotiate existential issues in the context of diminished resources, high stress, heightened uncertainty, and lack of relevant precedent. A predictive approach—in which negotiators conduct research, prepare a strategy, and then act—may be insufficient in these turbulent pandemic conditions. Yet these are the very conditions in which nascent entrepreneurs
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A Negotiation in Middlemarch Negotiation Journal (IF 0.639) Pub Date : 2021-05-05 Daniel Read, Thomas Hills
We analyze a negotiation drawn from George Eliot’s great novel Middlemarch: A Study of Provincial Life. Eliot is renowned as a perceptive chronicler of social interaction, and she understood the process of negotiation and its role in the community perhaps as well as anyone. The negotiation in question is between a wealthy banker and a former associate who sets out (or perhaps just ends up) blackmailing
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Raphael Lemkin: The Constant Negotiator Negotiation Journal (IF 0.639) Pub Date : 2021-03-27 Leon Hartwell
Raphael Lemkin (June 24, 1900–August 28, 1959) was a lawyer, a Polish Jew, a refugee, a humanitarian, and most of all, an extraordinary negotiator. He dedicated his entire life toward the criminalization of genocide under international law. Lemkin achieved a lot in his short life, especially considering the slow evolution of international law. Most significantly, in 1945, he persuaded Nuremberg’s prosecutors
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The Role of Issues in Negotiation: Framing, Linking, and Ordering Negotiation Journal (IF 0.639) Pub Date : 2021-04-03 Daniel Druckman, Lynn Wagner
Three aspects of negotiation issues are framing (types of issues), linking (relationships among the issues), and ordering (procedures for discussing them). In this essay, we review the relevant experimental and case study literatures on each of these aspects and consider interactions among them. Framing includes distinctions among abstract and concrete issues, values and interests, and broad formulas
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DavidSally. One Step Ahead: Mastering the Art and Science of Negotiation. St. Martin’s Press, 2020. 384 pages. $29.99 (hardcover), ISBN: 9781250166395. Negotiation Journal (IF 0.639) Pub Date : 2021-03-30 David A. Lax
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The Promise and Peril of Automated Negotiators Negotiation Journal (IF 0.639) Pub Date : 2021-02-06 Jonathan Gratch
Innovations in artificial intelligence are enabling a new class of applications that can negotiate with people through chat or spoken language. Developed in close collaboration with behavioral science research, these algorithms can detect, mimic, and leverage human psychology, enabling them to undertake such functions as the detection of common mistakes made by novice negotiators. These algorithms