This article is the second segment of a two-part series discussing teaching negotiation online. As higher education increasingly incorporates technology in the classroom and embraced online learning, the question arises of how the topic of negotiation can be taught via technology, and what must...

If forced to be concise and pithy, what would a room full of negotiation scholars cook up? The compilation of recipes was in response to the request for each person’s own definition of negotiation effectiveness put in the form of a recipe. Not only is this interesting in terms of seeing the...

As part of a symposium looking back on thirty years in the field of dispute resolution, this essay examines the past and future challenges of negotiation theory. The last thirty years in particular provide an important lens on the explosion of dispute resolution and negotiation in law and...

Most research on trust and distrust has proceeded from theorizing about the nature of trust, and deducing the key definitions of the phenomena, key components of the definitions, and important contributors to trust-building or distrust-building processes. While these approaches are conceptually...

We argue that while our field has made great progress in determining what to teach and how to teach it in negotiation, there has been a surprising reluctance to make the move from “mass production” to “mass customization” that so many other industries have successfully adopted. “The...

This paper proposes a laboratory experiment that will lend empirical support to recent theoretical advances regarding the simultaneous occurrence of trust and distrust in relationships. We highlight the role of reputations before a transactional relationship begins, as well as the impact of...