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30 Negot. J. 1 (2014)

handle is hein.journals/nejo30 and id is 1 raw text is: 





             Editor's Note




This issue marks the beginning of the thirtieth year of Negotiation Journal.
For more than a decade, the Journal was energetically and creatively led by
its founding editorJeff Rubin, and its managing editor, Bill Breslin. When Jeff
died hiking in northern New England in 1995, Debbie Kolb and I served as
coeditors for several years.
    More  recently, I have had the pleasure of working with an able team of
colleagues: our managing editor, Nancy Waters, and our associate editors,
Bob  Bordone, Dan  Druckman,   Melissa Manwaring, and  Carrie Menkel-
Meadow. As we  mark another milestone, I salute and thank them for all they
do to keep the Journal fresh and relevant, while our understanding of the
theory and practice of negotiation continues to expand and deepen.
    In presenting the contents of this issue, it seems right to begin with a
column  by Uri Savir, Oslo: Twenty Years After, in which he reflects on the
past in order to support peacemaking efforts going forward. Savir speaks
from  considerable experience, having been Israel's chief negotiator for
several years in the early 1990s. In spite of subsequent setbacks and disap-
pointments, he describes himself as still an incorrigible optimist.
    It is also fitting that I introduce three reports as a group, as together
they illustrate the scope and quality of current research in our field. Each
explores a different aspect of the negotiation process and employs a variety
of methodologies to test their ideas.
    For example, The Influence of Emotional Intelligence on Negotiation
Outcomes  and  the Mediating Effect of Rapport by Kihwan Kim, Nicole
Cundiff, and Suk Bong  Choi describes a laboratory experiment that the
authors conducted  to investigate the possible relationship between emo-
tional intelligence (E) and negotiation performance, both relationally and
substantively. The researchers found that participants with higher El were
more  likely to win their counterparts' trust and be seen as someone with
whom   they wished to work again. Perhaps surprisingly, however, there was
no correlation between El and  substantive outcomes. Drawing on other
studies in this realm, the researchers speculate that empathy sometimes
may  invite exploitation.
    Neutralizing Unethical Negotiating Tactics presents the results of a
study by Denise Fleck, Roger Volkema, Sergio Pereira, Barbara Levy, and Lara
Vaccari. They analyzed transcripts from more than  a hundred  pairs of
subjects who conducted  an e-mail negotiation. Coders identified different
moves  that people used that might plausibly deter others from employing
unethical tactics. They then cataloged what counterparts said and did as
offers and demands were  exchanged. Some  potential preventative tactics


Negotiation Journal January 2014 1

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