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The study of how interdependent parties with mixed motives reach — or miss — agreement. Three research traditions feed one field: game-theoretic and decision-analytic bargaining (Nash, Schelling, Raiffa), the behavioural laboratory programme on biases, anchoring, emotion and social perception (Bazerman & Neale, Galinsky & Mussweiler, Van Kleef), and prescriptive frameworks distilled from practice (Walton & McKersie's labour relations, the Harvard Negotiation Project, crisis negotiation doctrine). The stable core vocabulary — BATNA, reservation price, ZOPA, distributive versus integrative bargaining, the negotiator's dilemma — is shared across all three; the evidence behind specific prescriptions varies by tier.

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• Tier 1: 19
• Tier 2: 6
• Tier 3: 3
• Tier 4: 1

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• Is principled negotiation a universally sound prescription, or a partial method that underweights value claiming and power?

  0 benannte Positionen · the vocabulary (BATNA, interests, options, criteria) is field-standard; the universality claim is not — teach the method with its boundary conditions

• Should a prepared negotiator make the first offer?

  0 benannte Positionen · robust laboratory effect with boundary conditions; both "always move first" and "never move first" are wrong readings

• What is the evidential status of tactical empathy?

  0 benannte Positionen · honest label is practitioner experience (Tier 4) — partly convergent with listening and rapport research, untested as a system, and wrong where its slogans meet Tier 1 results

• Do national culture dimensions carry negotiation-relevant information?

  0 benannte Positionen · culture matters and is measurable; dimension scores are coarse priors — teach them with the critique attached

• Is "women should simply negotiate more" sound advice?

  0 benannte Positionen · the descriptive gap is established; the prescription is contested — teach the backlash evidence with the advice

Mythen, die das Paket korrigiert

Verbreitete Behauptungen mit der Evidenz, die sie klärt oder begrenzt.

• “Negotiation is zero-sum — whatever the other side gains, I lose.”

  debunked

  The "mythical fixed pie" is one of the best-documented negotiation biases: parties routinely miss compatible issues and priority differences that permit joint gains (Thompson & Hastie (1990), Social Perception in Negotiation, Organizational Behavior and Human Decision Processes 47). Integrative potential was already central to the field's founding theory in 1965.

• “A win-win deal means compromising — both sides give up half.”

  debunked

  Compromise splits a single dimension; integration trades across differences in priorities, forecasts, risk and time. Meeting in the middle on every issue routinely leaves joint value unclaimed — the efficient frontier lies beyond the midpoint when parties value issues differently.

• “Making the first offer is always a mistake.”

  debunked-as-general-rule

  In controlled studies, first offers anchor final outcomes in the mover's favour when the mover is informed about the bargaining range (galinsky-mussweiler-2001, building on tversky-kahneman-1974). The honest boundary condition: under severe information disadvantage, moving first can misfire. A condition, not a rule.

• “Compromise is weakness — never split the difference.”

  boundary-correction

  When a residual gap is small, purely distributive and roughly symmetric, splitting is efficient and fair — symmetry is an axiom of the Nash bargaining solution and standard decision-analytic practice. The defensible core of the slogan: do not compromise on interests before exploring trades, and do not invent a middle just to escape discomfort.

• “Great negotiators are born, not made.”

  debunked

  Negotiation training measurably improves outcomes (Movius (2008), The Effectiveness of Negotiation Training, Negotiation Journal 24), and the largest documented performance differences track preparation quality — BATNA analysis, targets, issue trades — not personality.