Research on “Wiggle Room”

News Oct 23, 2010 No Comments

Adroit CEO Noah G. Susskind was published in the December 2010 issue of the Ohio State Journal of Dispute Resolution, the official journal of the Dispute Resolution section of the American Bar Association (ABA). Read the article here.

The paper develops the original concept of “wiggle room” pertaining to the limits of self-control in distributive bargaining. It challenges some keystone concepts of negotiation analysis, including reservation values and the ZOPA (zone of potential agreement). It draws on research from psychology, behavioral economics, and the ADR field to explain why and how negotiators can be dragged passed their reservation values.

The last paper Susskind published was “Connecting Theory and Practice,” in Negotiation Journal.

|
Comments are closed.