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Reputations in Negotiation

2008; RELX Group (Netherlands); Linguagem: Inglês

1556-5068

Catherine H. Tinsley, Jack Cambria, Andrea Schneider,

Legal Education and Practice Innovations

Time was when a Formica plaque could often be found on the desk of a certain type of negotiator. It said Yea, when I walk through the Valley of the Shadow of Death I shall fear no evil, for I am the meanest son of a bitch in the valley. Is it really to your advantage to have a reputation as one of the junkyard dogs of negotiation? The authors approach the question from three very different starting points. Tinsley summarizes the research on reputation in controlled settings. Schneider turns to real-life reputations of lawyers in action. Finally, Cambria shows how the life-and-death negotiations which characterize the work of the New York Police Department's Hostage Negotiation Team have led to a new understanding of reputation.