A COGNITIVE MAPPING APPROACH TO UNDERSTANDING CHOICE OF NEGOTIATION STRATEGY.

The article discusses a study that aims to investigate how negotiators psychologically and structurally define their negotiation situations by describing individual models of negotiation strategy selection that can be used by professional negotiators. The article states that the study also investigates whether an individual negotiator's derived decision-making structure can be reliably related to a particular negotiation strategy or orientation, and whether individual negotiation models reflect a single recognizable strategy or a variety of strategies. The article interviewed 24 experienced litigators from New York City and Washington, D.C. law offices for the study.