ABSTRACT
E veryone negotiates, and everyone could stand to learn to negotiate better. Effective negotiation requires understandings and skills that tend not to be intuitive (Loewenstein & Thompson, 2000). People exhibit a large number of cognitive and social foibles that limit and misguide them (see Bazerman & Chugh chapter 2; and Neale & Fragale, chapter 3). And yet, our hopes for what effective negotiation can bring about are high—more value creation, less strife, more peace. Negotiation training might also increase academic achievement (Stevahn, Johnson, & Johnson, 2002). Accordingly, we should have the goal of understanding how people learn to negotiate, what they learn from negotiation experience, and how to instill more effective negotiation practices.
