The Impact of the Impact Bias on Negotiation

Guthrie, Chris; Sally, David F.

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The Impact of the Impact Bias on Negotiation

13 Pages Posted: 8 Apr 2004

See all articles by Chris Guthrie

The theory of principled or problem-solving negotiation assumes that negotiators are able to identify their interests (or what they really want) in a negotiation. Recent research on effective forecasting calls this assumption into question. In this paper, which will appear in a forthcoming symposium issue of the Marquette Law Review devoted to the Emerging Interdisciplinary Canon of Negotiation, we explore the impact of this research on negotiation and lawyering.

Keywords: Negotiation, bargaining, affective forecasting, hedonics

JEL Classification: K00, K41

Suggested Citation: Suggested Citation

Guthrie, Chris and Sally, David, The Impact of the Impact Bias on Negotiation. Available at SSRN: https://ssrn.com/abstract=527543