Lessons from Practice: Extensions of Current Negotiation Theory and Research (S19)

Negotiation is in essence a practical skill. We identified the need to increase the number of academic contributions related to negotiation practice. The goal of this symposium is to identify the areas in which research informs the practice, as well as areas in which the practice calls for theoretical developments. The five papers included in this symposium illustrate different ways in which practice can help academics extend the current theory. For example, describing how the predictions made by current theories can inform the practice, adapting and applying hostage negotiation principles to everyday negotiations, or testing the limits of current theories by adding external constraints and dependencies between and within negotiation issues. These examples can help academic reflect on the limits of the current theories, they can also help teachers illustrate the relationship between theory and practice, and finally they can be useful to practitioners that face uncertainty and can base interventions in theoretical predictions. The symposium will be facilitated by practitioners and academics.
 

Symposium Organizers: Jimena Ramirez Marin, IESEG School of Management; Dan Druckman, George Mason University, Macquaire University and University of Queensland; William Donohue, Michigan State University

From Theory to Practice and Back Again: Lessons from Hostage Negotiation for Conflict Management

Deborah Cai, Temple University)

Working Together: Bridging the Researcher-Practitioner Gap.

William Donohue, Michigan State University

Daniel Druckman, George Mason University, Macquaire University and University of Queensland

What Do You Expect?: Assessing Whether a Situation is “Ripe” for Collaborative Governance

Michael Kern, Michael Kern Consulting, Washington State University, and University of Washington

Amanda Murphy, William D. Ruckelhaus Center

When Control Does Not Pay Off: The Dilemma Between Trade-off Opportunities and Budget Restrictions in B2B Negotiations

Michel Mann, Leuphana University

Marco Warsitzka, Leuphana University

Hong Zhang, Leuphana University

Joachim Hüffmeier, TU Dortmund University

Roman Trötschel, Leuphana University

A Turning Points analysis of Cross-Border Merger and Acquisition Negotiations

Yadvinder Rana, Catholic University of the Sacred Heart, Edinburgh Business School

Daniel Druckman, George Mason University, Macquaire University, and University of Queensland

Jesus Canduela, Edinburgh Business School