Negotiation Journal

The Negotiation Journal is a multidisciplinary international journal devoted to the publication of works that advance the theory, analysis, practice, and instruction of negotiation and dispute resolution.

The journal is committed to the development of better strategies for resolving differences through the give-and-take process of negotiation. Negotiation Journal’s eclectic, multidisciplinary approach reinforces its reputation as an invaluable international resource for anyone interested in the practice, analysis, and teaching of negotiation, mediation, and conflict resolution including:

• educators,
• researchers,
• diplomats,
• lawyers,
• business leaders,
• labor negotiators,
• government officials, and
• mediators.

The kinds of articles that appear in the Journal range from brief columns reporting or commenting on interesting ideas to research reports; from analytic descriptions of negotiation practice to essays aimed at building negotiation theory; from integrative book reviews to accounts of educational innovations.

Joel Cutcher-Gershenfeld

Managing Editor
Nancy J. Waters

Editor Emeritus
Michael Wheeler

Managing Editor Emeritus
J. William Breslin

Associate Editors
Daniel Druckman
Carrie Menkel-Meadow

Associate Editor, Reviews
Robert C. Bordone

Associate Editor, Education
Melissa Manwaring

Current Issue:

Old meets new in the current issue of Negotiation Journal, as authors examine negotiations both ancient and contemporary.

On the ancient front, Guy Olivier Faure examines a practice known as “dumb barter.” In this form of trade, which was practiced in West Africa for centuries, Arab traders sold salt to African tribesmen in exchange for gold – all without saying a word or even meeting face-to-face. The dumb barter process was not only fascinating in its own right, Faure, argues but also illuminates “the fundamental nature of negotiation.”

On the contemporary front, Jodi Liss chronicles the efforts of landowners in Pennsylvania to band together to secure a better deal from the oil companies who want to extract oil from shale rock on their property through a controversial extraction process known as “fracking.” Using the Internet for both research and communication, these landowners have been able to level what is usually a very unequal playing field.

Also in this issue, Stefanie Bailer takes a look at how members of the European Union’s Council of Ministers arrive at their bargaining positions. When it comes down to a choice between ideology versus domestic political concerns, she reports that the ministers usually – but not always – choose the position that best serves domestic economic interests.

In another article, Kevin Gibson considers how negotiators treat issues they consider to be sacred and therefore non-negotiable. Some theorists argue that non-negotiable issues don’t exist, while others assert that they should be avoided by negotiators. Gibson disagrees and describes new ways of thinking about what is sacred and what is valuable – with implications for how such issues can be addressed effectively in practice.

In this issue’s review essay, James Sebenius takes a look at Negotiating with Iran: Wrestling the Ghosts of History by John Limbert, who was both a diplomat and a hostage in Iran. A great virtue of the book, writes Sebenius, “is its highly educational emphasis on how historical experience has shaped partisan misperceptions and stereotypes on both sides.”

Finally, in the October issue, Eileen Babbitt says good-bye to Jacob Bercovitch, who died earlier this year after a long battle with cancer. Bercovitch was both a long-time member of Negotiation Journal’s editorial advisory board as well as a ground-breaking and prolific scholar of international mediation.

Online Resources

Visit the Wiley-Blackwell Negotiation Journal homepage to:

• Subscribe
• View the tables of contents of recent editions
• Read the Instructions to Contributors, and more


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