Supplemental Joint Brainstorming: Navigating Past the Perils of Traditional Bargaining |
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| Authors: | Shapiro Daniel L. |
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| Affiliation: | Daniel L. Shapiro;is an Associate at the Harvard Negotiation Project at Harvard Law School, 513 Pound Hall, Cambridge, Mass. 02138, where he is collaborating with Roger Fisher on a project infusing ideas on emotion into negotiation theory and practice. He also is a Research Fellow in the Department of Psychiatry at Harvard Medical School. Email: . |
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| Abstract: | Though decision makers in many domains use bargaining as their primary approach to negotiation, it has limited efficacy in multi-issue, nonquantifiable transactions. Nevertheless, many negotiators use back-and-forth bargaining rather than other approaches. The author explicates reasons for this choice and describes  supplemental joint brainstorming, an innovative strategy to supplement the institutionally-entrenched bargaining approach to negotiation with interest-based negotiation. |
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