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The Impact of the Impact Bias on Negotiation

dc.contributor.authorGuthrie, Chris
dc.contributor.authorSally, David
dc.date.accessioned2014-09-20T19:41:57Z
dc.date.available2014-09-20T19:41:57Z
dc.date.issued2004
dc.identifier.citation87 Marq. L. Rev. 817 (2004)en_US
dc.identifier.urihttp://hdl.handle.net/1803/6763
dc.descriptionpublished articleen_US
dc.description.abstractThe 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.en_US
dc.format.extent1 PDF (13 pages)en_US
dc.format.mimetypeapplication/pdf
dc.language.isoen_USen_US
dc.publisherMarquette Law Reviewen_US
dc.subject.lcshNegotiationen_US
dc.subject.lcshAttorney and clienten_US
dc.subject.lcshEmotionsen_US
dc.titleThe Impact of the Impact Bias on Negotiationen_US
dc.typeArticleen_US
dc.identifier.ssrn-urihttp://ssrn.com/abstract=527543


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