Moving Negotiation Theory from the Tower of Babel Toward a World of Mutual Understanding

This Article synthesizes insights from the contributors to our symposium. Illustrating the Tower of Babel-like confusion, Part II highlights challenges in even defining the nature and scope of negotiation, as well as with the widely (mis)used concepts of integrative and distributive negotiation. Part III summarizes the nature of theories and potential sources of information that might contribute to negotiation theory. Part IV identifies some fundamental challenges in developing and improving negotiation theory, including systematically flawed thinking as well as the failure to incorporate insights about fundamental changes in people and our interactions.

Part V describes some negotiation frameworks growing out of our symposium that might be used to advance negotiation theory. Part VI contemplates the possibility of developing a grand unified theory of negotiation, recognizing some difficulties in doing so. Part VII is a conclusion, which notes critiques from our discussions that lay the groundwork for progress toward producing greater value and mutual understanding in negotiation theory.