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Michael Wheeler
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Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2022) 38 (2): 309–319.
Published: 18 May 2022
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2021) 37 (1): 5–12.
Published: 06 February 2021
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2020) 36 (4): 471–487.
Published: 28 October 2020
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2020) 36 (1): 7–12.
Published: 14 January 2020
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2017) 33 (4): 367–370.
Published: 18 October 2017
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2016) 32 (4): 345–355.
Published: 17 October 2016
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2015) 31 (4): 477–490.
Published: 23 October 2015
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2015) 31 (4): 297–302.
Published: 23 October 2015
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2015) 31 (3): 171–172.
Published: 20 July 2015
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2015) 31 (2): 85–86.
Published: 02 April 2015
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2015) 31 (1): 1–2.
Published: 04 January 2015
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2014) 30 (4): 339–341.
Published: 06 October 2014
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2014) 30 (3): 239–240.
Published: 14 July 2014
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2014) 30 (2): 125–127.
Published: 10 April 2014
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2014) 30 (1): 1–2.
Published: 22 January 2014
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2013) 29 (4): 377–378.
Published: 10 October 2013
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2013) 29 (3): 261–262.
Published: 23 July 2013
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2013) 29 (2): 125–126.
Published: 09 April 2013
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2013) 29 (1): 1–3.
Published: 17 January 2013
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2013) 29 (1): 23–38.
Published: 17 January 2013
Abstract
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On the surface, warfare and negotiation may seem to be polar opposites. The objective in war is to defeat the enemy. In negotiation, the goal is to find a solution that satisfies all the parties. Not surprisingly, little cross‐learning and exchange has occurred across the two domains. In spite of important differences, however, the dynamics of war and negotiation have much in common. Specifically, both involve the interaction of motivated agents with distinct interests, perceptions, and values (especially in high‐stakes contexts). As a result, robust strategy, creativity, and nimble tactics are essential both on the battlefield and at the bargaining table. Just as negotiation theory could be enriched by principles of maneuver warfare, military doctrine offers officers and soldiers a potentially useful foundation to better understand and manage the negotiation process, especially in complex, cross‐cultural contexts.
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