A Critique of Experimental Research on Negotiation

Posted: 27 Jun 2011

See all articles by Dean G. Pruitt

Dean G. Pruitt

State University of New York (SUNY) - Buffalo

Date Written: June 24, 2011

Abstract

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.

Suggested Citation

Pruitt, Dean G., A Critique of Experimental Research on Negotiation (June 24, 2011). IACM 24TH Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1872144 or http://dx.doi.org/10.2139/ssrn.1872144

Dean G. Pruitt (Contact Author)

State University of New York (SUNY) - Buffalo ( email )

12 Capen Hall
Buffalo, NY 14260
United States

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