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89 Marq. L. Rev. 567 (2005-2006)
Toward an Expanded Canon of Negotiation Theory: Identity, Ideological, and Values-Based Conflict and the Need for a New Heuristic

handle is hein.journals/marqlr89 and id is 581 raw text is: TOWARD AN EXPANDED CANON OF NEGOTIATION THEORY: IDENTITY, IDEOLOGICAL, AND VALUES- BASED CONFLICT AND THE NEED FOR A NEW HEURISTIC KEVIN AvRuCH* I. INTRODUCTION1 Beginning in the summer of 2003, as part of the Broad Field Project in conflict resolution directed by Christopher Honeyman, and in collaboration with Professor Andrea Schneider of the Marquette University Law School, an effort was made to elucidate a universal (or near universal) and interdisciplinary canon of negotiation.',2 More specifically, the point was to go beyond the existing common core of negotiation-topics or concepts readily agreed to be part of any negotiation curriculum, training module, or (indeed) theory-and see if, twenty-five years after Fisher and Ury's Getting to Yes and Raiffa's The Art and Science of Negotiation (and forty years after Walton and McKersie's A Behavioral Theory of Labor Negotiations),3 the influx of new disciplines and the expanded sensibilities of conflict resolution as it relates to negotiation have made any new topics or concepts centrally part of a more comprehensive common core.4 The results of this * Professor of Conflict Resolution and Anthropology, George Mason University; Associate Director, Institute for Conflict Analysis and Resolution, George Mason University, Arlington, Virginia. 1. A version of this Essay was presented at the annual meeting of the International Association for Conflict Management, June 6-9, 2004, in Pittsburgh, Pennsylvania. I thank co-panelist Linda Putnam and organizers Christopher Honeyman and Andrea Schneider. In subsequent drafts, Evans Mandes helped with additional sources in cognitive psychology. My colleagues, Marc Gopin, Christopher Honeyman, Dan Rothbart, Richard Rubenstein, and Wallace Warfield, all read earlier drafts closely and critically. Having satisfied none of them entirely, I thank them wholeheartedly. 2. The project is outlined more fully in the introduction of a special issue of the Marquette Law Review. See Christopher Honeyman & Andrea Kupfer Schneider, Catching Up With the Major- General: The Need for a Canon of Negotiation, 87 MARQ. L. REV. 637 (2004). 3. ROGER FISHER & WILLIAM URY, GETTING TO YES (Bruce Patton ed., 1981); HowARD RAIFFA, THE ART AND SCIENCE OF NEGOTIATION (1982); RICHARD WALTON & ROBERT MCKERSIE, A BEHAVIORAL THEORY OF LABOR NEGOTIATIONS (1965). 4. Briefly, the six topics Honeyman and Schneider list as part of the extant common core canon are (1) the idea of personal style or strategy in negotiation, including adversarial versus interest-

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