7 Harv. Negot. L. Rev. 143 (2002)
Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiation Style

handle is hein.journals/haneg7 and id is 147 raw text is: Shattering Negotiation Myths:
Empirical Evidence on the
Effectiveness of Negotiation Style
Andrea Kupfer Schneidert
I. Measuring Negotiation Effectiveness .................        148
A. The 1976 Williams Study ........................          148
B. The Need for a New Study .......................          150
1.  Dem  ographics  ................................     150
2. New Theories and Confusing Terms ..........           150
C. Updates to the Study Instrument ................          152
1.  Rating  Scales  ................................     153
a)  Adjective  Scales  ..........................    153
b)  Bipolar  Scales  ............................    154
c) Goals and Objectives .....................        155
d) Effectiveness Rating ......................       155
2. Self-Assessment Section ....................          156
3. Negotiation Training and ADR Experience ...           156
II. Background and Population Characteristics ..........         157
t Associate Professor of Law, Marquette University Law School, J.D., cum
laude, Harvard Law School, A.B., cum laude, Princeton University. Thanks are due
to many people for this project. Gerry Williams and Larry Farmer provided continu-
ing gracious support and guidance throughout the study. Richard Birke, Janine
Geske, Christopher Honeyman, Russell Korobkin, Bobbi McAdoo, Carrie Menkel-
Meadow, Robert Mnookin and Leonard Riskin provided numerous helpful comments
on the survey instrument. Jennifer Brown, Jonathan Cohen, Sarah Cole, Chris Guth-
rie, Russell Korobkin, Richard Reuben, Leonard Riskin, Frank Sander, and Nancy
Welsh gave me very useful feedback on this and earlier versions of this article.
Janine Geske and William Jennaro agreed to support and send the cover letter to the
study in the Milwaukee area. Terrence Murphy and Leonard Schrager of the Chicago
Bar Association helped to make this study work in the Chicago area. Linda Hawkins
and her colleagues at the Institute for Survey and Policy Research provided statistical
analysis of the results. Finally, Dean Howard Eisenberg and the Woolsack Society
gave me superior financial support for this research. My indispensable assistant Car-
rie Kratochvil was responsible for making this entire project possible. Thanks are
also due to Heather Cooke, Elaine DeFranco and Maureen Lokranz for their research
assistance. Preliminary results of this study were presented at the Wisconsin Associ-
ation of Mediators annual meeting in 1999 and at the Quinnipiac-Yale Dispute Reso-
lution Speakers Series in 2000. I am grateful to participants in both these
colloquiums for their comments. Preliminary findings of this study have also been
published in the Dispute Resolution Magazine.

What Is HeinOnline?

HeinOnline is a subscription-based resource containing nearly 2,700 academic and legal journals from inception; complete coverage of government documents such as U.S. Statutes at Large, U.S. Code, Federal Register, Code of Federal Regulations, U.S. Reports, and much more. Documents are image-based, fully searchable PDFs with the authority of print combined with the accessibility of a user-friendly and powerful database. For more information, request a quote or trial for your organization below.



Short-term subscription options include 24 hours, 48 hours, or 1 week to HeinOnline with pricing starting as low as $29.95

Access to this content requires a subscription. Please visit the following page to request a quote or trial:

Already a HeinOnline Subscriber?