John Lande (University of Missouri School of Law) has posted Taming the Jungle of Negotiation Theories (First published in The Negotiator’s Desk Reference (Chris Honeyman & Andrea Kupfer Schneider, eds. DRI Press 2017)) on SSRN. Here is the abstract:
To identify the range of issues covered in negotiation theory, this chapter surveys negotiation texts from various disciplines including law, business, economics, labor, international relations, and social sciences. This chapter demonstrates that, although there is considerable overlap between the texts, there is little overall coherence and nothing approaching a consensus about the structure and content of negotiation theory or even a definition of negotiation. It provides a general framework for negotiation theory by synthesizing the content of the texts.
