| dc.contributor.author | Guthrie, Chris | |
| dc.contributor.author | Sally, David | |
| dc.date.accessioned | 2014-09-20T19:41:57Z | |
| dc.date.available | 2014-09-20T19:41:57Z | |
| dc.date.issued | 2004 | |
| dc.identifier.citation | 87 Marq. L. Rev. 817 (2004) | en_US |
| dc.identifier.uri | http://hdl.handle.net/1803/6763 | |
| dc.description | published article | en_US |
| dc.description.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. | en_US |
| dc.format.extent | 1 PDF (13 pages) | en_US |
| dc.format.mimetype | application/pdf | |
| dc.language.iso | en_US | en_US |
| dc.publisher | Marquette Law Review | en_US |
| dc.subject.lcsh | Negotiation | en_US |
| dc.subject.lcsh | Attorney and client | en_US |
| dc.subject.lcsh | Emotions | en_US |
| dc.title | The Impact of the Impact Bias on Negotiation | en_US |
| dc.type | Article | en_US |
| dc.identifier.ssrn-uri | http://ssrn.com/abstract=527543 | |
