Our current negotiation theory needs improvement. As we develop better negotiation theory, we should start by appreciating the valuable work that has been done by our predecessors. Moving forward, we should acknowledge that scholars are subject to the same cognitive biases that we document in our work. For example, it is easy to fall prey to the status quo and confirmatory biases that keep us from developing better understandings of negotiation. Thus we should take conscious action to carefully consider how traditional ways of thinking distort our understandings and whether there are better ways to understand negotiation. This is particularly important considering that people – and negotiation – are constantly changing and at accelerating rates.
John M. Lande,
Moving Negotiation Theory from the Tower of Babel Toward a World of Mutual Understanding Summary
Available at: https://scholarship.law.missouri.edu/fac_blogs/26