The Future of Negotiations Research

Negotiation has been a central topic of study within organizational behavior and management science for the last 50 years. As the study of negotiation enters a new era of topics, methods, and approaches, we have put together a symposium to highlight emerging trends. Four papers will be presented that explore new and evolving approaches to the study of negotiation, and we will conclude with a discussion led by a renowned negotiation scholar. Within the session, special attention will be given to the consequences of the context in which negotiations occur, including the impact of setting and relational concerns, gender and span of control, and power and alternatives.

• How to Untangle Complexity in Negotiations. Some Ideas from Prof. Alison Wood Brooks

• Presenter: Alison Wood Brooks; Harvard U.

• The Relational Concern Model. How Goods and Services Diverge

• Presenter: Einav Hart; U. of Pennsylvania

• The Role that Negotiations Do (or Do Not) Play in Explaining the Gender Pay Gap

• Presenter: Margaret Lee; Haas School of Business, UC Berkeley

• Presenter: Laura Kray; U. of California, Berkeley

• The Power of Lost Alternatives in Future Negotiations

• Presenter: Garrett L. Brady; London Business School

• Presenter: M. Ena Inesi; London Business School

• Presenter: Thomas Mussweiler; London Business School