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The Impact Of The Impact Bias On Negotiation, Chris Guthrie, David Sally
The Impact Of The Impact Bias On Negotiation, Chris Guthrie, David Sally
Vanderbilt Law School Faculty Publications
The theory of principled or problem-solving negotiation assumes that negotiators are able to identify their interests (or what they really want) in a negotiation. Recent research on effective forecasting calls this assumption into question. In this paper, which will appear in a forthcoming symposium issue of the Marquette Law Review devoted to the Emerging Interdisciplinary Canon of Negotiation, we explore the impact of this research on negotiation and lawyering.