Abstract
In January of 1999, leading negotiation scholars and practitioners gatheredat Northwestern University for a conference sponsored by the HewlettFoundation. Here, we chronicle a conversation that occurred regardingnegotiation research. Our diverse group consisted of people with backgroundsin social psychology, anthropology, sociology, and clinical practice.We discussed issues surrounding where research takes place (in the lab orin the field), experimental participants (students or practicing professionals),and the ultimate value of research.
This is a preview of subscription content, log in via an institution to check access.
Similar content being viewed by others
References
Allport, F. H. 1924. Social psychology. Boston: Houghton Mifflin.
Anderson, C. A., J. J. Lindsay, and B. J. Bushman. 1999. Research in the psychological laboratory: Truth or triviality? Current Directions in Psycholical Science 8:3-9.
Asch, S. E. 1951. Effects of group pressures upon the modification and distortion of judgment. In Groups, leadership, and men, edited by H. Guetzkow. Pittsburgh: Carnegie Press.
Bazerman, M. H., and M. A. Neale. 1992. Negotiating rationally. New York: Free Press.
Brehm, J. W. 1966. A theory of psychological reactance. New York: Academic.
Dawes, R. M. 1999. A message from psychologists to economists: More predictability doesn't matter like it should (without a good story appended to it). Journal of Economic Behavior and Organization 39 (1): 29-40.
De Dreu, C. K. W., P. J. D. Carnevale, B. J. M. Emans, and E. van de Vliert. 1995. Outcome frames in bilateral negotiation: Resistance to concession making and frame adoption. In European review of social psychology, edited by W. Stroebe and M. Hewstone. New York: Wiley.
Frank, M. G., and T. Gilovich. 1988. The dark side of self-and social perception: Black uniforms and aggression in professional sports. Journal of Personality and Social Psychology 54 (1): 74-85.
Gruenfeld, D. H. 1995. Status, ideology, and integrative complexity on the U.S. Supreme Court: Rethinking the politics of political decision making. Journal of Personality and Social Psychology 68 (1): 5-20.
Jackson, J., and K. D. Williams. 1985. Social loafing on difficult tasks: Working collectively can improve performance. Journal of Personality and Social Psychology 49 (4): 937-942.
Latané, B., and J. M. Darley. 1968. Group inhibition of bystander intervention in emergencies. Journal of Personality and Social Psychology 10: 215-221.
Latané, B., K. D. Williams, and S. Harkins. 1979. Many hands make light the work: The causes and consequences of social loafing. Journal of Personality and Social Psychology 37: 822-832.
Lewin, K., R. Lippitt, and R. K. White. 1939. Patterns of aggressive behavior in experimentally created “social climates. ” Journal of Social Psychology 10: 271-299.
Locke, E. A. 1986. Generalizing from laboratory to field settings. Lexington, Mass: Lexington.
Loewenstein, J., L. Thompson, and D. Gentner. in press. Analogical encoding facilitates knowledge transfer in negotiation. Psychonomic Bulletin and Review.
Medvec, V. H., S. F. Madey, and T. Gilovich. 1995. When less is more: Counterfactual thinking and satisfaction among Olympic medalists. Journal of Personality and Social Psychology 69 (4): 603-610.
Northcraft, G. B., and M. A. Neale. 1987. Expert, amateurs, and real estate: An anchoring-andadjustment perspective on property pricing decisions. Organizational Behavior and Human Decision Processes 39: 228-241.
Sears, D. O. 1986. College sophomores in the laboratory: Influences of a narrow data base on social psychology's view of human nature. Journal of Personality and Social Psychology 51 (3): 515-530.
Zajonc, R. B. 1965. Social facilitation. Science 149: 269-274.
Author information
Authors and Affiliations
About this article
Cite this article
Moore, D.A., Murnighan, J.K. Alternative Models of the Future of Negotiation Research. Negotiation Journal 15, 347–353 (1999). https://doi.org/10.1023/A:1007501804747
Issue Date:
DOI: https://doi.org/10.1023/A:1007501804747