Problems in Negotiation Gambit Research and Practice

Authors

  • Gundars Kaupins Boise State University
  • Mark Johnson Idaho State University

Keywords:

Gambit,

Abstract

This paper provides a review of the relevant literature pertaining to the use of gambits (tactics) in negotiations. The review reveals some problems in the literature as discussed within the framework of Goldstein’s model of selection, implementation, evaluation, and feedback. Key problems in the gambit literature include the lack of empirical research on the choice of gambits and the difficulty of measurement of the effectiveness of gambits due to multivariate problems. Implications for future research follow.

Author Biographies

Gundars Kaupins, Boise State University

Gundars Kaupins is department chair and professor of management at Boise State University. He received his Ph.D. in human resource management from University of Iowa and is certified as a senior professional in human resources (SPHR). His publications include over 300 articles in job evaluation, training and development, Baltic studies, and human resource ethics in journals such as the Academy of Management Perspectives and International Journal of Technology and Human Interaction.

Mark Johnson, Idaho State University

Mark Johnson is a professor of management at Idaho State University. He received his Ph.D. in Industrial Relations and Human Resources Management from University of Iowa. He has published journal articles dealing with compensation, performance appraisal, personnel interviewing and testing, training, downsizing, total quality management, negotiations and contract administration. Dr. Johnson has been certified by the Human Resources Certification Institute and the Society of Human Resource Managers as a senior professional in human resources (SPHR).

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Published

2011-12-05

Issue

Vol. 2 No. 1 (2011)

Section

ABR Journal Articles

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