Reputation in Negotiation

The Negotiator's Desk Reference (Christopher Honeyman & Andrea Kupfer Schneider, eds., 2017)

Georgetown McDonough School of Business Research Paper No. 3123360

Marquette Law School Legal Studies Paper No. 18-06

17 Pages Posted: 14 Feb 2018

See all articles by Andrea Kupfer Schneider

Andrea Kupfer Schneider

Marquette University - Law School

Catherine H. Tinsley

Georgetown University - Department of Management

Jack Cambria

Independent

Date Written: February 13, 2018

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.” But 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 word of the New York Police Department’s Hostage Negotiation Team have led to a new understanding of reputation.

Keywords: negotiation, dispute resolution, conflict management, conflict resolution

Suggested Citation

Schneider, Andrea Kupfer and Tinsley, Catherine H. and Cambria, Jack, Reputation in Negotiation (February 13, 2018). The Negotiator's Desk Reference (Christopher Honeyman & Andrea Kupfer Schneider, eds., 2017), Georgetown McDonough School of Business Research Paper No. 3123360, Marquette Law School Legal Studies Paper No. 18-06, Available at SSRN: https://ssrn.com/abstract=3123360

Andrea Kupfer Schneider (Contact Author)

Marquette University - Law School ( email )

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

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

Independent

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