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 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.

Michael Wheeler

Managing Editor
Nancy J. Waters

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:

The April 2010 issue of Negotiation Journal features a special section on communication and negotiation guest edited by Phillip Glenn and Lawrence Susskind. Closer attention to the analytical methods used by communications scholars, the editors and authors argue, can provide negotiation scholars with greater insight into the impact of communication practice on negotiation, and, they hope, with ideas for improving negotiation practice.

In an introduction to the section, the guest editors describe the fields of conversation analysis and discourse analysis, which are two areas of communication studies that they argue hold great potential for negotiation scholars and practitioners. In his contribution to the issue, Doug Maynard considers the structure of negotiation talk by closely analyzing several real-life negotiation sequences, including plea bargaining sessions and a real estate negotiation. He focuses on core bargaining sequences that lie at the heart of negotiations, which include such activities as deferring, demurring, and deterring.  Please click here to hear an excerpt from the real estate negotiation.

In her article, Linda Putnam reviews discourse analytic research on how language use in negotiation informs strategy, relational development, identity management, emotional expression, issue development, and framing. She examines a real estate negotiation to show how negotiators jointly frame such issues as risk, certainty, and loss-gain as they discuss the issues.

In another article, Phillip Glenn takes a close look at videotaped excerpts from an actual small claims court mediation session, identifying a central concern for mediators: how to deal with the tension between demonstrating a commitment to take each party seriously while scrupulously avoiding the appearance of taking sides. To see excerpts from the small claims mediation analyzed in this article, click here.

Finally, in his concluding piece, Larry Susskind looks at conversation and discourse analysis from the perspective of a mediation theorist and practitioner. Communications scholars and negotiation scholars have much to offer each other, he argues, making a strong case for how insights from each arena enrich our understanding of both.

Also in the April issue, Jane K. Miller, Kevin P. Farmer, Daniel J. Miller, and Linda M. Peters look at labor negotiations and the use of interest-based bargaining in the rail and airline industries. They report that those who negotiate on behalf of labor unions tend to be much more skeptical of interest-based approaches than those who negotiate for management.

In another article, Archie Zariski takes an exhaustive look at the literature on mediation theory from the last several decades, in the process developing a comprehensive and flexible “theory matrix” for mediators.

Finally, Stephen Goldberg and Margaret Shaw return to the pages of Negotiation Journal to report what they learned about mediators and mediation practice after interviewing thirty-one of the fields “founders,” who began mediating in the 1970s and 1980s, when the field was young. These mediation pioneers describe what drew them to the field, how it has grown and  become institutionalized within the American legal system, and how they think it will continue to develop and change. 

Upcoming Issues:

Please check back for upcoming issue previews.

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