Previous Chapter Commentary: Turning the Tables: Negotiation as the Exogenous Variable Next Chapter

  • Citations
  • Add to My List
  • Text Size

Commentary: Turning the Tables: Negotiation as the Exogenous Variable
Commentary: Turning the tables: Negotiation as the exogenous variable
Jonathan R.Cohen

Most analytical negotiation research begins, implicitly or explicitly, with two basic questions: (1) What are we seeking to explain, and (2) How are we seeking to explain it?1 In the main, such research has sought to explain the outcome of a negotiation (i.e., the agreement that the parties reached or failed to reach) in terms of variables such as the parties' interests, personal characteristics, relationship, or best alternatives to negotiated agreements (BATNAs). Methodologically, the result of the negotiation is the endogenous variable to be explained in terms of exogenous factors.2 In “Legislators as Negotiators,” David King and Richard Zeckhauser begin by following this standard approach but then ...

Looks like you do not have access to this content.

Login

Don’t know how to login?

Click here for free trial login.

Back to Top

Copy and paste the following HTML into your website