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    The Impact of the Impact Bias on Negotiation

    Guthrie, Chris
    Sally, David
    : http://ssrn.com/abstract=527543
    : http://hdl.handle.net/1803/6763
    : 2004

    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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