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Intuition or Counterintuition? The Science behind the Art of Negotiation

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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.
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Keywords: conflict resolution; context; counterintuitive findings; metaphors for negotiation; negotiation processes; research traditions

Document Type: Research Article

Publication date: 2009-10-01

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