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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.

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