Reputations in Negotiation

Catherine H. Tinsley
Georgetown University – Department of Management

Jack Cambria
affiliation not provided to SSRN

Andrea Kupfer Schneider
Marquette University – Law School

July 22, 2008

THE NEGOTIATOR’S FIELDBOOK: THE DESK REFERENCE FOR THE EXPERIENCED NEGOTIATOR, Andrea K. Schneider, Christopoher Honeyman, eds., 2007
Marquette Law School Legal Studies Paper No. 08-08

Abstract:

Time was when a Formica plaque could often be found on the desk of a certain type of negotiator. It said «Yea, when I walk through the Valley of the Shadow of Death I shall fear no evil, for I am the meanest son of a bitch in the valley.» Is it really to your advantage to have a reputation as one of the junkyard dogs of negotiation? The authors approach the question from three very different starting points. Tinsley summarizes the research on reputation in controlled settings. Schneider turns to real-life reputations of lawyers in action. Finally, Cambria shows how the life-and-death negotiations which characterize the work of the New York Police Department’s Hostage Negotiation Team have led to a new understanding of reputation.

Reputations in Negotiation

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