Legal Research

"Does Mindful Awareness Enhance the Effectiveness of a Negotiator?"

Posted by StephanieWestAllen: "First, let's look at negotiation. I am sure many if not most of us are aware of the study done by Professor Gerald Williams on styles of negotiation. He found two styles of negotiation were predominately used by the lawyers he studied, cooperative and competitive, and he looked at the effectiveness of each style. Professor Andrea Kupfer Schneider believed that the Williams study conducted in 1976 needed to be updated for reasons she details in "Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiation Style" (Harvard Negotiation Law Review). [Download the article here.]

She conducted her updated study in 1999. Read the article I have linked to above for the details; how and why she updated the survey is very, very interesting. Below I am pulling quotes from another article she wrote in which she described the study, "Cooperating or Caving In" (Marquette Law Review) [pdf], because the format of "Shattering Negotiation Myths" does not allow copying of the text...."

Full text and active links are available at the source site listed below.

Source: idealawg, 19 September 2009

Full post as published by Stark County Law Library Blawg on September 22, 2009 (boomark / email).