IACM Fellows Panel: Turbulent times ahead? Let’s talk about paradigmatic shifts in negotiation

Abstract: For several decades, negotiation theory and research have been heavily oriented to the process of value claiming and value creation. This orientation has its roots in the 1970s and 1980s. The seminal works by Walton and McKersie, Raiffa, Fisher and Ury, and Pruitt offered a multi-disciplinary perspective on the behaviors and relationships that enable negotiators to craft mutually beneficial outcomes. Arguably, these perspectives have assumed a world in which negotiations are lifted out of the flow of everyday interactions and unfold in an orderly and predictable way. Is this characterization accurate? Or are we on a path of diminishing returns if our theorizing and research continue in this tradition? On this IACM Fellows panel, a number of IACM Fellows will speculate about whether the familiar models that underpin our theorizing and research are still fit for understanding negotiation behaviors, relationships, processes, and outcomes. And we ask whether we are (over)due for a paradigmatic shift.

Keywords: Fellows, Paradigm shift, Negotiation, Theory, Research