Document Type

Article

Publication Title

Marquette Law Review

Publication Date

2004

ISSN

0025-3987

Page Number

817

Keywords

negotiation, bargaining, affective forecasting, hedonics

Disciplines

Dispute Resolution and Arbitration | Law

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.

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