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Keywords:

  • negotiation;
  • practitioner–researcher divide;
  • knowledge transfer;
  • knowledge production

Abstract

This conceptual paper discusses the extent to which psychological negotiation research suffers from a practitioner–researcher divide. We conclude from an analysis of the various activities that negotiation researchers engage in, that this research has its strengths in the knowledge transfer domain, but is not yet sufficiently tuned to produce practically relevant knowledge. Based on this analysis, indicators are developed that help to monitor the progress of psychological negotiation research in producing such knowledge. Among the suggested indicators are the balance between real-world phenomena and theory-driven research questions, the amount and continuity of direct communication between practitioners and researchers, and the relative number of studies that validate laboratory findings through the inclusion of multiple dependent variables as a standard approach. Further indicators focus on the relative amount of replication studies with professional negotiators, in field studies, and under situational conditions that are both practically relevant and challenging.