Chrisopher Honeyman, Calvin Chrustie, A. Schneider, Véronique Fraser, B. Jordaan
{"title":"Hybrid Warfare, International Negotiation, and an Experiment in “Remote Convening”","authors":"Chrisopher Honeyman, Calvin Chrustie, A. Schneider, Véronique Fraser, B. Jordaan","doi":"10.1111/NEJO.12342","DOIUrl":"https://doi.org/10.1111/NEJO.12342","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"36 1","pages":"573-584"},"PeriodicalIF":0.8,"publicationDate":"2020-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NEJO.12342","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47141518","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
We analyse a negotiation drawn from George Eliot’s great novel Middlemarch: A story of provincial life. Eliot was one of the finest chroniclers of social interaction, and 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 one of his former associates who sets out (or perhaps just ends up) blackmailing him. We use this case to discuss a wide range of negotiation principles, and show how it provides insights into the importance of the prenegotiation, the role of preparation, empathy and the fostering of relationships (even when you would prefer not to), and the problems of focusing on one’s own BATNA rather than your counterparts’. We conclude with six key negotiation lessons for the fictional negotiator (and for us), and with a brief account of how both fictional and “non-fictional” negotiations can contribute to our understanding of how to learn about and improve negotiation practice.
{"title":"A Negotiation in\u0000 Middlemarch","authors":"D. Read, T. Hills","doi":"10.2139/ssrn.3692389","DOIUrl":"https://doi.org/10.2139/ssrn.3692389","url":null,"abstract":"We analyse a negotiation drawn from George Eliot’s great novel Middlemarch: A story of provincial life. Eliot was one of the finest chroniclers of social interaction, and 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 one of his former associates who sets out (or perhaps just ends up) blackmailing him. We use this case to discuss a wide range of negotiation principles, and show how it provides insights into the importance of the prenegotiation, the role of preparation, empathy and the fostering of relationships (even when you would prefer not to), and the problems of focusing on one’s own BATNA rather than your counterparts’. We conclude with six key negotiation lessons for the fictional negotiator (and for us), and with a brief account of how both fictional and “non-fictional” negotiations can contribute to our understanding of how to learn about and improve negotiation practice.","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"37 1","pages":"203-220"},"PeriodicalIF":0.8,"publicationDate":"2020-09-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41910015","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"EmmanuelVivet (ed). Landmark Negotiations from Around the World: Lessons for Modern Diplomacy. Intersentia, 2019. 376 pages. $47.00 (paperback), ISBN: 978‐1‐78068‐851‐0.","authors":"Kelly M. McFarland","doi":"10.1111/nejo.12343","DOIUrl":"https://doi.org/10.1111/nejo.12343","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"36 1","pages":"489-496"},"PeriodicalIF":0.8,"publicationDate":"2020-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/nejo.12343","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45573619","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa","authors":"M. Wheeler","doi":"10.1111/nejo.12338","DOIUrl":"https://doi.org/10.1111/nejo.12338","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"36 1","pages":"471-487"},"PeriodicalIF":0.8,"publicationDate":"2020-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/nejo.12338","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45465431","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Bartering is a common form of negotiation, and COVID-19 may have heightened its occurrence at least temporarily Yet, bartering has received little attention in the negotiation literature After defining bartering and describing its relevance and prevalence in the COVID-19 era, this article suggests that an understanding of bartering would significantly enhance our understanding of negotiation in general Two broad research questions illustrate the importance of better understanding bartering, with important theoretical, pedagogical, and practical implications
{"title":"Bartering as a Blind Spot: A Call to Action from COVID‐19","authors":"Brian C. Gunia, R. Lewicki","doi":"10.1111/NEJO.12341","DOIUrl":"https://doi.org/10.1111/NEJO.12341","url":null,"abstract":"Bartering is a common form of negotiation, and COVID-19 may have heightened its occurrence at least temporarily Yet, bartering has received little attention in the negotiation literature After defining bartering and describing its relevance and prevalence in the COVID-19 era, this article suggests that an understanding of bartering would significantly enhance our understanding of negotiation in general Two broad research questions illustrate the importance of better understanding bartering, with important theoretical, pedagogical, and practical implications","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"36 1","pages":"561-572"},"PeriodicalIF":0.8,"publicationDate":"2020-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NEJO.12341","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41959296","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Brian S. Mandell, Stephen Petraeus, Guhan Subramanian
{"title":"Sources of Power in Public Negotiations: A Framework Applied to Public‐Public and Public‐Private Negotiations","authors":"Brian S. Mandell, Stephen Petraeus, Guhan Subramanian","doi":"10.1111/nejo.12337","DOIUrl":"https://doi.org/10.1111/nejo.12337","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"36 1","pages":"397-419"},"PeriodicalIF":0.8,"publicationDate":"2020-07-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/nejo.12337","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42519090","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Planting Orange Trees in Twenty Cultures: The Practice of International Negotiations","authors":"M. Mahdavi, Navid Fatehi‐Rad, J. Graham","doi":"10.1111/nejo.12335","DOIUrl":"https://doi.org/10.1111/nejo.12335","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"36 1","pages":"421-440"},"PeriodicalIF":0.8,"publicationDate":"2020-07-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/nejo.12335","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49188972","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Transfer Effects from Problem‐Solving Workshops to Negotiations: A Process and Outcome Model","authors":"R. Fisher","doi":"10.1111/nejo.12336","DOIUrl":"https://doi.org/10.1111/nejo.12336","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":" ","pages":""},"PeriodicalIF":0.8,"publicationDate":"2020-07-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/nejo.12336","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42271415","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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