Reputations in Negotiation

THE NEGOTIATOR'S FIELDBOOK: THE DESK REFERENCE FOR THE EXPERIENCED NEGOTIATOR, Andrea K. Schneider, Christopoher Honeyman, eds., 2007

Marquette Law School Legal Studies Paper No. 08-08

13 Pages Posted: 22 Jul 2008 Last revised: 27 Mar 2012

Catherine H. Tinsley

Georgetown University - Department of Management

Jack Cambria

affiliation not provided to SSRN

Andrea Kupfer Schneider

Marquette University - Law School

Date Written: July 22, 2008

Abstract

Time was when a Formica plaque could often be found on the desk of a certain type of negotiator. It said "Yea, when I walk through the Valley of the Shadow of Death I shall fear no evil, for I am the meanest son of a bitch in the valley." Is it really to your advantage to have a reputation as one of the junkyard dogs of negotiation? The authors approach the question from three very different starting points. Tinsley summarizes the research on reputation in controlled settings. Schneider turns to real-life reputations of lawyers in action. Finally, Cambria shows how the life-and-death negotiations which characterize the work of the New York Police Department's Hostage Negotiation Team have led to a new understanding of reputation.

Keywords: reputation, negotiation

JEL Classification: K10, K4, K40

Suggested Citation

Tinsley, Catherine H. and Cambria, Jack and Schneider, Andrea Kupfer, Reputations in Negotiation (July 22, 2008). THE NEGOTIATOR'S FIELDBOOK: THE DESK REFERENCE FOR THE EXPERIENCED NEGOTIATOR, Andrea K. Schneider, Christopoher Honeyman, eds., 2007; Marquette Law School Legal Studies Paper No. 08-08. Available at SSRN: https://ssrn.com/abstract=1169286

Catherine H. Tinsley

Georgetown University - Department of Management ( email )

Rafik B Hariri Building
McDonough School of Business
Washington, DC 20057
United States
202-687-2524 (Phone)

HOME PAGE: http://explore.georgetown.edu/people/tinsleyc/

Jack Cambria

affiliation not provided to SSRN

Andrea Kupfer Schneider (Contact Author)

Marquette University - Law School ( email )

Eckstein Hall
P.O. Box 1881
Milwaukee, WI 53201
United States

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