ABSTRACT
We are fortunate to have the role of commentators on an interesting collection of papers. There are many nuggets that are fascinating and useful. We have made multiple copies of Pinkley’s (Chapter 4) list of compensation issues that will be useful in advising students in the future. Even experienced negotiators would be wise to heed the intriguing and counterintuitive findings that Malhotra (Chapter 13) offers regarding the risks in leaving contracts to the lawyers, even when that is simply what is believed to be appropriate. Practitioners are likely to gain new perspectives from Agarwal, Viswanathan, and Animesh (Chapter 14), who discuss the impact of information technologies on the search costs incurred in negotiators’ attempts to reduce risks and uncertainties, offering more systematic categorizations of technology-facilitated interactions that will become more relevant with our increasing dependence on web-based forums.
