A ‘Grand’ Unified Negotiation Theory… in Context

15 Pages Posted: 13 Jan 2017 Last revised: 11 Aug 2017

Adrian Borbely

IESEG School of Management

Noam Ebner

Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution

Christopher Honeyman

Independent

Sanda Kaufman

Cleveland State University

Andrea Kupfer Schneider

Marquette University - Law School

Date Written: January 9, 2017

Abstract

Negotiation research is pursued from the perspectives of a number of disciplines including psychology, organizational behavior, labor relations, decision sciences, game theory, communications, legal studies, international relations, public policy, and others. Added to these are best practices from several fields engaged in intervention in conflicts. By now, the negotiation field has accumulated a considerable volume of wisdom regarding what drives people and entities to negotiate, how they behave when doing so, how they should handle negotiations in order to obtain specific results, and how to help disputants resolve to come to joint, mutually satisfactory decisions. However, negotiation wisdom remains rather distributed in its disciplines and practices of origin. Arguably, negotiation as a field of practice has yet to come together under a shared theoretical umbrella, with a shared vocabulary and broadly agreed-upon propositions and prescriptions valid across the board. In this article, we suggest how such a unified “grand” theory of negotiation might be constructed, and discuss how it would interface with practice across the wide variety of contexts in which it applies.

A Comment on this paper, contrasting and comparing the search for unified theory in the field of negotiation with a similar search for a theory unifying the natural forces in the world of nature, can be found here: http://ssrn.com/abstract=2904570.

Keywords: Negotiation, Communication, Theory, Context, Unified, ADR, Conflict, Mediation

Suggested Citation

Borbely, Adrian and Ebner, Noam and Honeyman, Christopher and Kaufman, Sanda and Schneider, Andrea Kupfer, A ‘Grand’ Unified Negotiation Theory… in Context (January 9, 2017). Journal of Dispute Resolution, Vol. 2017, No. 1; Marquette Law School Legal Studies Paper No. 17-05. Available at SSRN: https://ssrn.com/abstract=2897920

Adrian Borbely

IESEG School of Management ( email )

socle de la Grande-Arche
1, parvis de la Défense
Puteaux, 92800
France

Noam Ebner (Contact Author)

Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution ( email )

2500 California Plaza
Omaha, NE 68178
United States

Christopher Honeyman

Independent ( email )

No Address Available

Sanda Kaufman

Cleveland State University ( email )

Cleveland, OH 44115
United States

Andrea Kupfer Schneider

Marquette University - Law School ( email )

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

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