A Critique of Experimental Research on Negotiation
Posted: 27 Jun 2011
Date Written: June 24, 2011
There has been immense progress in experimental research on negotiation in the last 50 years. Still there are significant weaknesses in this field. One is the absence of a cumulative theory of negotiation. The output of our studies is ever more complex and sophisticated findings. These findings can be categorized and listed end-to-end, but they have never been synthesized into a broader theory or even into rival theories. A second problem is the narrowness of the topics under study; most aspects of negotiation are not being studied. A third problem is undue reliance on experimental games, which are based on narrow assumptions unchanged from the work of 19th century economists.
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