Against Integrative Bargaining
October 3, 2007
Speaker: Russell Korobkin, Professor of Law, University of California, Los Angeles
Presented by: Center for the Interdisciplinary Study of Conflict & Dispute Resolution (CISCDR)
Summary: CISCDR Distinguished Scholar-in-Residence Lecture
For the last quarter-century, the heart of negotiation theory has been that negotiators should emphasize integrative bargaining approaches, known as «problem-solving,» «value creating,» or «win-win» negotiation, while setting aside tactics that attempt to claim value at the expense of the other negotiator.
What are the common tactics for achieving integrative potential in negotiations?
What is the potential for gains at the bargaining table, using distributive tactics?
How can negotiators choose the most appropriate method for the situation?
At the University of California, Los Angeles, Russell Korobkin teaches Negotiation, Contracts, and Health Care Law. This year, he is a visiting professor at Harvard Law School. Prof. Korobkin regularly teaches abbreviated negotiation courses at universities in the U.S., Europe, and Australia, conducts negotiation training workshops for lawyers, and provides mediation services.
He authored the textbook Negotiation Theory and Strategy (Aspen Law & Business, 2002) and more than 40 scholarly articles on negotiation and other topics, including «Roadblocks to the Road Map: A Negotiation Theory Perspective on the Past Failures and Future Prospects of Land for Peace» (Yale Journal Of International Law), «Psychological Barriers to Mediation Success» (Ohio State Journal of Dispute Resolution), «Aspirations and Settlement» (Cornell Law Review), and «A Positive Theory of Legal Negotiation» (Georgetown Law Journal). Prof. Korobkin received his B.A. and J.D. degrees from Stanford University, clerked for the Honorable James L. Buckley of the U.S. Court of Appeals for the D.C. Circuit, and worked as an associate at the law firm of Covington and Burling in Washington, D.C.