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Online Dispute Resolution Through the Lens of Bargaining and Negotiation Theory: Toward an Integrated Model
Articles and Chapters
  • David B Lipsky, Cornell University
  • Ariel C Avgar, Cornell University
Publication Date
[Excerpt] In this article we apply negotiation and bargaining theory to the analysis of online dispute resolution. Our principal objective is to develop testable hypotheses based on negotiation theory that can be used in ODR research. We have not conducted the research necessary to test the hypotheses we develop; however, in a later section of the article we suggest a possible methodology for doing so. There is a vast literature on negotiation and bargaining theory. For the purposes of this article, we realized at the outset that we could only use a small part of that literature in developing a model that might be suitable for empirical testing. We decided to use the "behavioral" theory of negotiation developed by Richard Walton and Robert McKersie, which was initially formulated in the 1960s. This theory has stood the test of time. Initially developed to explain union-management negotiations, it has proven useful in analyzing a wide variety of disputes and conflict situations. In constructing their theory, Walton and McKersie built on the contributions and work of many previous bargaining theorists including economists, sociologists, game theorists, and industrial relations scholars. In this article, we have incorporated a consideration of the foundations on which their theory was based. In the concluding section of the article we discuss briefly how other negotiation and bargaining theories might be applied to the analysis of ODR.

Suggested Citation
Lipsky, D. B. & Avgar, A. C. (2007). Online dispute resolution through the lens of bargaining and negotiation theory: Toward an integrated model [Electronic version]. University of Toledo Law Review, 38(1), 101-142.

Required Publisher’s Statement
© University of Toledo Law Review. Reprinted with permission. All rights reserved.

Citation Information
David B Lipsky and Ariel C Avgar. "Online Dispute Resolution Through the Lens of Bargaining and Negotiation Theory: Toward an Integrated Model" (2007)
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