Article
The Impact of the Impact Bias on Negotiation
Marquette Law Review
Document Type
Article
Publication Date
1-1-2004
Keywords
- negotiation,
- bargaining,
- affective forecasting,
- hedonics
Disciplines
Abstract
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.
Citation Information
Chris Guthrie and David Sally. "The Impact of the Impact Bias on Negotiation" Marquette Law Review Vol. 87 (2004) p. 817 ISSN: 0025-3987 Available at: http://works.bepress.com/chris-guthrie/8/