In all the literature on the theory and practice of negotiation, the governing metaphor remains consistently one of war or fighting. This is true not only for tactical schools of power-based negotiation, but even for more constructive, interest-based approaches. Our language is infused with talk...

In all the literature on the theory and practice of negotiation, the governing metaphor remains consistently one of war or fighting. This is true not only for tactical schools of power-based negotiation, but even for more constructive, interest-based approaches. Our language is infused with talk...

Philosophical analysis can indeed have a practical impact on public policy. It is not only in the fields of ethics or decision theory that interdisciplinary approaches have proven to be fruitful, but also in the growing new discipline of conflict resolution. Using the anecdotal example of the...

In all the literature on the theory and practice of negotiation, the governing metaphor remains consistently one of war or fighting. This is true not only for tactical schools of power-based negotiation, but even for more constructive, interest-based approaches. Our language is infused with talk...

This paper provides a detailed look at the structure, process and results of the negotiations for the sale of the electricity distribution sector in eastern Germany in 1992-94. Its focus is on assessing the practical effects of a new set of assumptions about "economic rationality". In essence,...

In all the literature on the theory and practice of negotiation, the governing metaphor remains consistently one of war or fighting. This is true not only for tactical schools of power-based negotiation, but even for more constructive, interest-based approaches. Our language is infused with talk...