Looking Back and Looking Forward in Negotiation and Conflict Research

Abstract

In this article, I look back primarily at the research accomplishments made by my various collaborative teams to date and look forward toward the gaps that remain to be filled. Key insights and gaps are discussed on five research topics: group attachments and representation, turning points, social justice, values and interests, and conceptual learning. A concluding section highlights key discoveries that provide fertile ground for new research. Examples include the pulls and pushes of stakeholders, the role played by crises in producing turning points, connecting micro- to macro-level processes, the link between values and identities, and the thought processes that are encouraged by design activities. Further, advances in methodologies contribute to the next generation of studies on negotiation and conflict.

The effects of concession timing, perceived fairness and aggressiveness on tax negotiation offers

“…Distributive justice and procedural justice are the two principles of justice that have received the most attention (Druckman and Wagner, 2016; Druckman, 2020). These two forms of justice influence “the effectiveness and durability of negotiated agreement” (Druckman, 2020, p. 137).…”

“…Distributive justice and procedural justice are the two principles of justice that have received the most attention (Druckman and Wagner, 2016; Druckman, 2020). These two forms of justice influence “the effectiveness and durability of negotiated agreement” (Druckman, 2020, p. 137). Distributive justice relates to the fairness of the decision outcome, whereas procedural justice relates to the fairness of the decision-making process (Colquitt et al , 2001; Druckman and Wagner, 2016).…”

“…Procedural justice encapsulates process consideration (Druckman, 2020). It includes two criteria: process control, which allows participants to express their opinions and arguments during a procedure, and decision control, which enables participants to influence the outcome of a procedure (Colquitt et al , 2001).…”

“…It includes two criteria: process control, which allows participants to express their opinions and arguments during a procedure, and decision control, which enables participants to influence the outcome of a procedure (Colquitt et al , 2001). Fundamentally, procedural justice includes components linked to equitable process and representation, openness and voluntary choices (Druckman, 2020). In essence, procedural justice provides a means of determining the perceptions of individuals about the legitimacy of an authority and their behaviour in complying with the authority’s rules and decisions.…”

“…Among the measures used by tax authorities to encourage tax compliance are trust-related measures which include fair procedures (Gangl et al , 2015). The strong relationships between perceptions of procedural justice can help to determine the outcome of a negotiation (Druckman, 2020). Fair procedures are more likely than unfair procedures to be perceived as producing fair outcomes, although fair procedures can also produce unfair outcomes.…”