Daniel Druckman

George Mason University, Macquarie University (Sydney) · Public and International Affairs

In this article we investigate the effects of negotiator trust and mediation on negotiating behavior and perceptions. We conduct three experiments in sequence with each succeeding study building on the results of the prior study. All used the same simulated dispute between a bar owner and customers. In the first experiment we found that negotiators...

This article examines how justice concerns arise during various stages of negotiation with attention paid to contending principles of procedural, distributive, and transitional justice. We review key themes raised by contributors to this special issue. The themes reveal that justice has many facets and surfaces in many contexts. The facets include...

Purpose This study aims to conduct two experiments to provide insight into the impacts of Congressional party loyalty on negotiating flexibility. Constituent support, term limits and bipartisan roles were explored as possible moderators of polarization in American political negotiations. Design/methodology/approach Experiment 1 used a 2 (party loy...

Despite the recent increase in Cross-Border Merger and Acquisition (CBMA) activity, research has repeatedly determined that over 70 percent of CBMAs fail to deliver the promised results, with evidence pointing to ineffective negotiation process management as one of the crucial factors explaining CBMA failure. We perform a turning points analysis of...

Purpose The purpose of this study was to determine the relative impact of positive and negative face threats in conflict scenarios on the relational quality between disputants. This study also sought to determine whether the contextual variables of relational distance and power differential mediated this relationship as predicted by politeness theo...

La negociación como proceso para la resolución de conflictos y como proceso de interrelación ha recibido, en los últimos años, considerable atención por parte de diversas instituciones que han desarrollado fundamentalmente actividades de capacitación en técnicas de negociación, teniendo incidencia en el campo empresarial. La atención que ha provoca...

Peacekeeping during the Cold War was primarily, and in some cases exclusively, charged with monitoring cease-fires. This changed significantly, as peace operations evolved to include other missions (e.g., rule of law, election supervision), many under the rubric of peacebuilding. What is lacking is consideration of how the different missions affect...

The impacts of various mediation platforms on negotiation outcomes and perceptions are compared in this article. The mediator platforms contrasted were a (teleoperated) Telenoid robot, a human, and a computer screen. All of these platforms used the same script for process diagnosis, analysis, and advice on how to resolve an impasse in a simulated h...

Three aspects of negotiation issues are framing (types of issues), linking (relationships among the issues), and ordering (procedures for discussing them). In this essay, we review the relevant experimental and case study literatures on each of these aspects and consider interactions among them. Framing includes distinctions among abstract and conc...

In their 2018 article, Diehl and Druckman address several hurdles that may hinder the effectiveness of multiple mission peace operations. One of these hurdles is the extent to which two or more missions are compatible. Based on the idea that similar missions have positively reinforcing effects, we propose alternative indicators of the compatibility...

This study investigates the effects of using a mediation expert system under various support conditions in a laboratory setting. Information is provided to the system and advice retrieved either by the participants themselves, via a human mediator or via a tele-operated robot. We study the effects of these different ways of providing mediation supp...

In this article, I review three decades of research conducted on turning points (TPs) in negotiation. The article begins with a historical overview that describes how the concept was discovered. The sections to follow highlight key ideas and findings. These include how negotiators monitor the process and adjust their moves, the relationship between...

At the beginning of the 1990s the “winds of change” blew through Europe, leading to the fall of Communism and regime change in several Eastern-European countries. The domino effect started in Poland with the Round Table negotiations that ultimately led to democratization of the country. The context that allowed this historical event to occur has be...

In this article, I look back primarily at the research accomplishments made by my various collaborative teams to date and look forward toward the gaps that remain to be filled. Key insights and gaps are discussed on five research topics: group attachments and representation, turning points, social justice, values and interests, and conceptual learn...

This chapter investigates how focal points and turning points in negotiations affect and relate to one another. Surveyed negotiations include the agreement in 2000 between the German government and international organizations over compensation for victims of the Nazis; negotiations in South Africa on the Truth and reconciliation commission (1986–20...

In this article, we discuss the historical development of various methodological approaches used by social scientists. The well-known divide between the positivist and constructivist traditions is alive and well in the variety of recent methodologies including those discussed in these issues. More recent developments include nonlinear approaches in...

Other-affirmation (thinking positively about the other party) seems to be a promising intervention for settling conflicts in which value differences are salient. Hypotheses from research on regulatory fit theory are evaluated in this study. A 2 × 2 design combines pre-negotiation other-affirmation (as explicit or implicit) and mediator approach (as...

The incorporation of procedural justice principles into the negotiations conducted within the Conference of the Parties (COP) to the UN Framework Convention on Climate Change (UNFCCC) can contribute to the successful outcome of the negotiations as well as to the effective implementation of the negotiated decisions. Procedural justice (PJ) is manife...

Numerous studies expect negative effects of computerization by artificial intelligence and automation by robots on employment (Ford, 2015; Frey & Osborne, 2017). With advances in big data analytics and sensors even non‐routine cognitive and manual tasks might be assumed by computers and robots in the future (Frey & Osborne, 2017). Tasks that requir...

The International Association of Conflict Management awarded David Johnson the Jeffrey Rubin Theory‐to‐Practice Award for professional achievement in 2010. To extend this recognition of David, Negotiation and Conflict Management Research invited us to publish this tribute. We begin with Dean Tjosvold's discussion of David's career. Daniel Druckman...

In this essay, I recount my career experiences as a research consultant in Washington DC. These experiences, over the course of 23 years, provide examples of how theory and research can be used to guide practice. The account is chronological, beginning with my first consulting assignment in 1975, where I worked with a US delegation on resolving a n...

There has been an ongoing debate in the research literature on violations of trustworthiness and the effectiveness of various forms of repair. In this article, three studies compare the effectiveness of several variables hypothesized to repair perceived trustworthiness in a negotiation context: (a) the use of words (accounts or apologies) versus de...

This article contributes to the current discourses on China’s diplomacy in the South China Sea disputes by asking: What does China want to achieve in the various negotiations? By comparing different versions of the multilateral Code of Conduct negotiations between 1992 and 2016, the authors find that the sovereignty issue has been shelved throughou...

This study examines the impacts of process frames and salience of a turning point on negotiators’ responses to a departure during the negotiation process. Results show that individuals negotiating within an integrative-cooperative (as opposed to a distributive-competitive frame) are more likely to interpret the departure as a turning point and matc...

Attaining durable peace (DP) after a civil war has proven to be a major challenge, as many negotiated agreements lapse into violence. How can negotiations to terminate civil wars be conducted and peace agreements formulated to contribute to lasting peace? This question is addressed in this study with a novel data set. Focusing on justice, we assess...

Six decades of JCR research on negotiation and mediation are celebrated in this article. Starting with the earliest articles on these topics, we trace the development of recurring themes. The themes serve to organize a review of findings reported in the journal. The research on negotiation covers processes and conditions that occur prior to, during...

Two approaches to the process of guided discovery learning are compared for their impacts on concept understanding. One, referred to as design, emphasizes invention and draws on the simulation literature. The other, referred to as case analysis, focuses on discovery and draws on the case-based reasoning literature. Following a lecture on four cogni...

Peace operations now conduct a wide range of different missions, but much of the scholarship has focused only on one mission at a time, and most often this is the task of monitoring cease-fires. This article draws attention to the phenomena of multiple missions within peace operations, and discusses some of the hurdles to understanding how such mis...

The systematic study of summit diplomacy, its role in international relations, and its contribution to world peace is remarkably scant. The research presented here is a step forward in understanding the significance of direct, personal, face-to-face meetings between top leaders in dominant states. Such summits continue to generate a lot of attentio...

Many civil wars have been terminated with a peace agreement that ends the fighting, but these agreements have not always resulted in lasting peace. Earlier research on peace agreements has missed important points during which justice principles can play a role in establishing durable peace – during the negotiation process itself (procedural justice...

Are negotiators who rely on justice principles in the process of bargaining and drafting agreements more—or rather less—effective than others? This article examines whether adherence to principles of procedural and distributive justice in negotiations contributes to more effective results, with a focus on international environmental negotiations. E...

Attaining durable peace after a civil war has become a major challenge, as many negotiated settlements relapse into violence. How can civil war negotiations be conducted and peace agreements formulated so as to contribute to lasting, durable peace? Previous research has focused on the durability of peace agreements, measured as the absence of viole...

Reviews the book, Peak: Secrets From the New Science of Expertise by Anders Ericsson and Robert Pool (see record 2016-52248-000 ). The idea of 10,000 times to reach a level of expertise may have come from Malcolm Gladwell’s book Outliers (2008), where he suggests that greatness can be obtained from 10,000 hours of practice. Although controversial,...

In two experiments, we evaluated how negotiators’ intra- and interpersonal risk preferences influenced their actions following a crisis during their negotiation. To establish differences in risk preferences, we manipulated negotiators’ regulatory focus (intrapersonal risk) and trust in their opponent (interpersonal risk). In Experiments 1 and 2, we...

A turning points analysis is used to capture the negotiating dynamics that occur within the structure of the GATT and the WTO. Ministerial/Council-level operations and Committee-level operations are distinguished. Within WTO Doha Development Agenda negotiations (2001–present), we isolate Ministerial/Council-level data and within GATT, we isolate Co...

In this special issue we display a variety of approaches to the study of justice. Articles from scholars working on questions involving justice and fairness in decision making exchanges calls attention to variety of research approaches, issue domains, cases and hypotheses used to explore these questions. All of the contributions emphasize analysis,...

In this article, we examine the roles of focal points and turning points in negotiation. Both concern impasses in negotiation, and negotiators can exploit them to move past impasses. Each term uses the word "point" differently, however. A focal point refers to a single salient coordinating concept shared by the parties. A turning point is a departu...

An attempt is made in this chapter to evaluate hypotheses derived from democratic peace theory. The key tenet of this theory is that democratic nations do not go to war with other democracies. Thus, regime type drives decisions to pursue war. The research to date has focused attention on regime type. This study expands this focus by examining the i...

This review article examines the literature regarding the role played by principles of justice in negotiation. Laboratory experiments and high-stakes negotiations reveal that justice is a complex concept, both in relation to attaining just outcomes and to establishing just processes. We focus on how justice preferences guide the process and outcome...

Research on negotiating representatives has been a popular topic since the 1960s. The early experimental studies revealed a variety of situational influences on the decisions made by representatives. Construed as constraints, these variables are shown to move negotiating processes in the direction of agreement or impasse. More recent research exten...

This study compared the effects of three interventions and a no-intervention control on the settlement of resource and value conflicts. These variables were arranged in a two (conflict issue: resources vs. values) by four (no intervention vs. other affirmation vs. shared identity vs. transaction costs) between-dyads design in which 127 dyads engage...

International negotiators have faced repeated stalemates in a number of significant areas. Justice issues are at the heart of the matter in many cases, as vividly illustrated by trade negotiations, particularly at the multilateral level. Yet, issues of justice have received limited attention in research on trade negotiation. This article asks: do t...

This article explores the relationship between justice and effectiveness in bilateral and multilateral arms control negotiations. A set of hypotheses, derived from earlier research about the impacts of procedural and distributive justice on negotiation outcomes is evaluated. The sample consists of twenty cases, ten bilateral and ten multilateral. T...

This article provides an overview of this thematic issue. We discuss four issues about the role of justice claims in international relations (ir) scholarship: the discrepancy between the historical centrality of justice themes in political thought and empirical research in ir; challenges to the assumption of utility-maximizing motives; justice in t...

Recognition of the role played by emotions in negotiation is growing. This article synthesizes current research around four broad themes: moves and exchanges, information processing, social interaction, and context. The authors' review reveals that much of the research on this topic has focused on two key emotions, anger and happiness. More recentl...

In this article we evaluate the performance of an e-mediation system, referred to as VienNA, in an e-negotiation environment. A set of hypotheses drawn from the mediation and e-mediation literatures are explored. Bargaining processes, outcomes, and perceptions are compared for bargainers that have access to the VienNA system with those that do not...

If forced to be concise and pithy, what would a room full of negotiation scholars cook up? The compilation of recipes was in response to the request for each person’s own definition of negotiation effectiveness put in the form of a recipe. Not only is this interesting in terms of seeing the similarities and differences among this leading and divers...

A comparison of role-playing vs laboratory deception methods was conducted in the context of varying pressures to compromise one’s religious beliefs in an anticipated negotiation session. Results revealed a subtle interaction effect produced in the laboratory deception condition which was not obtained for the role-playing condition. Other results a...

This edited book showcases Christophe Dupont's outstanding contribution to research in negotiation, together with chapters contributed by leading researchers. This book inaugurates a series titled "Careers in Negotiation and Conflict Management Research", which aims to honor scholars who have opened original paths in uncharted areas of our field.

Peace Operation Success: A Comparative Analysis applies the framework in and Druckman and Diehl's award winning EVALUATING PEACE OPERATIONS to several recent cases of peace operations, including those in Cambodia, Cote d'Ivoire, Timor Leste, and Liberia.

A complex simulation was desigried to explore the effects of variations in two types of differences between parties on position change in a cognitive conflict. The nature of the cue discrepancy and the distance between initial predictions of a criterion variable were found to affect measures of position change and willingness to compromise. A discr...

Full text available for download at: http://ssrn.com/abstract=2203646 Negotiation educators have long considered the use of role-play simulations an essential classroom teaching method, and have had high expectations regarding their suitability and efficacy for teaching. In this article, we review the literature, examining the degree to which simu...

Full text available at works.bepress.com/mara_olekalns

In this article we provide an overview of the research contributions made by Jacob Bercovitch to the field of international mediation. These contributions include both descriptive findings about the use of mediation and factors that correlate with the successful practice of mediation. Interestingly, three-quarters of the attempts to mediate interna...

Using a simulated bilateral negotiation over several security issues, the authors explore how variations in the negotiation context influence reactions to a negotiatinga crisis. Negotiators were primed to focus on one of three aspects of the context: transaction costs, dependence, or shared identity. They were asked to respond to the crisis with a...

Full text available for download at: http://ssrn.com/abstract=2084831 Negotiation educators have long considered simulations a central classroom teaching method, with high expectations regarding the method’s suitability and efficacy for teaching. This paper presents a meta-review of the literature exploring the degree to which simulation delivers...

This article explores relationships between procedural justice (PJ) in the negotiation process, distributive justice (DJ) in the terms of negotiated agreements, and their durability in cases of civil war. Adherence to PJ principles was found to correlate strongly with agreements based specifically on the DJ principle of equality. Agreements were al...

This chapter critically examines the role of equality, as both a procedural and a distributive principle, for sustainable peace. We first examine the extent to which equality is a preferred principle in negotiations, and its contribution to the durability of agreements. The wider role and benefits (or not) of equality in society are then discussed....

This study explores the role of justice in eleven historical cases of inter-governmental negotiation. Building on results obtained in several recent studies on justice in negotiation, we examine a set of hypotheses about relationships among negotiating process (as distributive bargaining or problem solving), justice (as procedural and distributive)...

This paper presents the e-Nego-motion research project which attempts to enhance understanding of effects of and interaction between behavioral and analytic decision support in e-negotiations. Systems providing both kinds of decision support were used in a laboratory experiment. Analyses show that behavioral decision support is requested most often...

In this article, the peace operations framework is re-evaluated based on the case applications performed by the authors in this issue. A number of suggestions are made for extending and refining the framework. Extensions include adding conflict prevention as a core goal, taking politically-motivated judgments into account, and adding context-specif...

This article outlines and summarizes the Diehl and Druckman evaluation framework that is used in the case studies that follow. An overview of the decision template is given and the three sets of goals (core, beyond traditional peacekeeping, and peacebuilding) are introduced. Two sample framework entries (violence abatement, and restoration, reconci...

In this study we compare the effects of two distinct approaches in negotiation support: negotiation analysis providing economic decision support, and mediation analysis offering behavioral decision support. Those negotiators with economic or behavioral decision support at their disposal were expected to reach better results. Furthermore, behavioral...

The many activities labeled “peacebuilding” usually lack a clear articulation of the larger picture toward which they work. What is the goal of peace toward which these efforts hope to accomplish? What are the characteristics of peaceful nations? While some have answered these questions in theory, this paper explores the questions by looking at tod...

Full text available for download at: http://ssrn.com/abstract=1916791 Druckman and Ebner carefully review an overwhelming number of studies which conclude that simulations (in all fields, not just negotiation) typically fail to live up to their promise. One quirk of the studies, however, drew their particular interest and inspired their own resear...

Originally published in Simulation & Gaming 39(4), 465-497. Full text available for download at: http://ssrn.com/abstract=1916785 In this article, we report the results of two experiments that explored hypotheses about the relative learning advantages of role-play and scenario design. The experiments were conducted with similar student populations...

We compare the impacts of two approaches to decision support, asynchronous electronic mediation and utility theory. Technical issues are discussed and the results of a multi-national experimental comparison of the approaches are reported. The comparisons were between conditions that provided bargainers with either one or the other, both, or neither...

Detailed chronologies of events that transpired during the discussion of intellectual property issues (TRIPS) in the GATT Uruguay Round and prior to and during the WTO Doha Ministerial are used to trace the unfolding negotiation processes through time. Of particular interest are departures from earlier trends in the chronologies: A departure is def...

This article provides an overview of the tributes to follow. Written from the perspective of each author’s experience with Harold Guetzkow, this set includes junior colleagues, graduate students, and third-generation scholars who were influenced by Harold. Through these lenses, Harold is seen as a multifaceted social scientist. His synthetic, holis...

In this article, I recount the many ways in which Harold Guetzkow influenced my career. From the beginning of my graduate studies at Northwestern University in the 1960s into the next century, Harold’s guidance has been indispensable. His idea of bridging islands of theory has provided many of us with a broad, integrated vision of social science. H...

This manuscript will appear as a "State of the Art" Commentary about turning points in negotiation

This chapter focuses on the role of group and national identity in various types of collective actions. It features the decision to take action and asks about factors that influence that decision. Thus, our perspective is from the standpoint of the decision-maker who usually represents a collectivity (group, organization, nation). The interest is l...

A theory-oriented approach to teaching and training about negotiation is discussed in this article. Following the flow of a course taught on several continents, I emphasize the value of conceptualizing about the negotiating experience. This is done with concepts, metaphors, frameworks, and research findings summarized in the form of a set of narrat...