{"title":"Out of this World: The Peacemaker’s Code","authors":"J. Cutcher-Gershenfeld","doi":"10.1111/nejo.12390","DOIUrl":"https://doi.org/10.1111/nejo.12390","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":" ","pages":""},"PeriodicalIF":0.8,"publicationDate":"2022-03-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49028519","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}
Arvid Bell, Alexander K. Bollfrass, Monica Giannone, Alexander Nehrbass, Taylor Valley, Dana Wolf
{"title":"The Scholar‐Entrepreneurial Organization: Lessons in Building an Academic Startup","authors":"Arvid Bell, Alexander K. Bollfrass, Monica Giannone, Alexander Nehrbass, Taylor Valley, Dana Wolf","doi":"10.1111/nejo.12383","DOIUrl":"https://doi.org/10.1111/nejo.12383","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":" ","pages":""},"PeriodicalIF":0.8,"publicationDate":"2022-03-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47092629","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":"Bringing People to the Table in New Ventures: An Effectual Approach","authors":"S. Sarasvathy, Helet Botha","doi":"10.1111/nejo.12385","DOIUrl":"https://doi.org/10.1111/nejo.12385","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":" ","pages":""},"PeriodicalIF":0.8,"publicationDate":"2022-02-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46011840","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":"Introduction to Special Section on Entrepreneurial Negotiation","authors":"Melissa Manwaring, Lakshmi Balachandra","doi":"10.1111/nejo.12387","DOIUrl":"https://doi.org/10.1111/nejo.12387","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":" ","pages":""},"PeriodicalIF":0.8,"publicationDate":"2022-02-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42108686","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}
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 survey. The survey sought to determine if respondents applied the skills learned in negotiation classes to their workplace. Data includes self-reported subjective and objective items confirming the impact of training on negotiators and the organizations in which they work. Over 80 percent of respondents reported using skills learned in the classroom in their work and 30 percent reported that the training impacted their pay or promotion. The study reports rates at which negotiation skills and behaviors were found and uses the Kirkpatrick Levels 3 and 4 to interpret the frequency of specific impacts on individuals and organizations. Negotiation educators should consider the high rate at which trainees put learned skills into action, especially as the individuals’ frequency of negotiating increased and their position of authority in the negotiation strengthened.
{"title":"Confirming the Impact of Training on Negotiators and Organizations","authors":"William W. Baber","doi":"10.1111/nejo.12384","DOIUrl":"https://doi.org/10.1111/nejo.12384","url":null,"abstract":"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 survey. The survey sought to determine if respondents applied the skills learned in negotiation classes to their workplace. Data includes self-reported subjective and objective items confirming the impact of training on negotiators and the organizations in which they work. Over 80 percent of respondents reported using skills learned in the classroom in their work and 30 percent reported that the training impacted their pay or promotion. The study reports rates at which negotiation skills and behaviors were found and uses the Kirkpatrick Levels 3 and 4 to interpret the frequency of specific impacts on individuals and organizations. Negotiation educators should consider the high rate at which trainees put learned skills into action, especially as the individuals’ frequency of negotiating increased and their position of authority in the negotiation strengthened.","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"18 4","pages":""},"PeriodicalIF":0.8,"publicationDate":"2022-02-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138520884","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":"Potential Power in a Quasi‐Competitive Market","authors":"A. S. Oksoy, Anil Nair, C. H. Willis","doi":"10.1111/nejo.12382","DOIUrl":"https://doi.org/10.1111/nejo.12382","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":" ","pages":""},"PeriodicalIF":0.8,"publicationDate":"2022-01-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43849327","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}
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 to recognize for the further development of the field of conflict analysis. The article also lays out the relevance of worldview analysis to conflict analysis, and how it can enhance our understanding of escalatory conflict dynamics.
{"title":"Worldviews and Conflict Analysis.","authors":"Mona Kanwal Sheikh","doi":"10.1111/nejo.12411","DOIUrl":"https://doi.org/10.1111/nejo.12411","url":null,"abstract":"<p><p>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 to recognize for the further development of the field of conflict analysis. The article also lays out the relevance of worldview analysis to conflict analysis, and how it can enhance our understanding of escalatory conflict dynamics.</p>","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"38 3","pages":"383-396"},"PeriodicalIF":0.8,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.ncbi.nlm.nih.gov/pmc/articles/PMC9827816/pdf/","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"10522723","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"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.","authors":"Jacqueline Nolan‐Haley","doi":"10.1111/nejo.12381","DOIUrl":"https://doi.org/10.1111/nejo.12381","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"34 6","pages":"137-154"},"PeriodicalIF":0.8,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138520897","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}
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 disclosure is associated with lawyers’ moral character and their tendency to frame negotiation in game-like terms—a construal of negotiation that we label game framing. We hypothesize that the more that lawyers view negotiation through a game frame—that is, the more they view negotiation as an adversarial context with arbitrary and artificial rules—the less honest they will be in situations in which honest disclosure is not mandated by professional rules of conduct. We further hypothesize that lawyers with higher levels of moral character will apply a game frame to negotiation to a lesser degree than will lawyers with lower levels of moral character, and that honesty when negotiating will be higher when lawyers have higher versus lower levels of moral character. Our study results support these hypotheses. This work suggests that focusing on game-like aspects of negotiation can induce a less moral and ethical mindset. To the extent that teaching law students to “think like a lawyer” encourages them to adopt a game frame of negotiation, we can expect such training to reduce the likelihood of honest disclosure.
{"title":"Honesty among lawyers: Moral character, game framing, and honest disclosures in negotiations","authors":"T. Cohen, Erik G. Helzer, R. Creo","doi":"10.31234/osf.io/r8uzv","DOIUrl":"https://doi.org/10.31234/osf.io/r8uzv","url":null,"abstract":"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 disclosure is associated with lawyers’ moral character and their tendency to frame negotiation in game-like terms—a construal of negotiation that we label game framing. We hypothesize that the more that lawyers view negotiation through a game frame—that is, the more they view negotiation as an adversarial context with arbitrary and artificial rules—the less honest they will be in situations in which honest disclosure is not mandated by professional rules of conduct. We further hypothesize that lawyers with higher levels of moral character will apply a game frame to negotiation to a lesser degree than will lawyers with lower levels of moral character, and that honesty when negotiating will be higher when lawyers have higher versus lower levels of moral character. Our study results support these hypotheses. This work suggests that focusing on game-like aspects of negotiation can induce a less moral and ethical mindset. To the extent that teaching law students to “think like a lawyer” encourages them to adopt a game frame of negotiation, we can expect such training to reduce the likelihood of honest disclosure.","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":" ","pages":""},"PeriodicalIF":0.8,"publicationDate":"2021-12-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41926034","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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