Information Exchange in Negotiation
Information Exchange in Negotiation is a journal article by Leigh L Thompson (1991), published in Journal of Experimental Social Psychology. IX Coach's practice library cites it in 5 practices across 4 concepts; each one is listed below, so you can see exactly where this journal article is put to use.
Where to find it
Practices on IX Coach that cite Information Exchange in Negotiation
- Ask "why" before proposing any solution
Understand the interest driving a position before generating any solution — solutions invented before interests are understood usually solve the wrong problem.
Interests vs. Positions: The Core of Integrative Negotiation
- Disclose your own interests explicitly — not just your positions
Stating what you actually need — not just what you’re asking for — opens the door to creative solutions you couldn’t have imagined asking for.
- Focus on interests, not positions
Ask why a position is taken — the underlying interest is almost always more negotiable than the stated demand.
Principled Negotiation, Made Practical
- Share information to unlock value
Reveal interests (not your bottom line) so both sides can find the better deal.
Win-Win Thinking: Expanding the Pie
- Expand the ZOPA by adding issues to the negotiation
When you’re stuck on a single issue, adding more issues often creates room for trades that satisfy both sides.
ZOPA: The Zone of Possible Agreement
How this page was checked
- The citation was matched to its Crossref record, and the title, authors and year above are taken from that record — not written by us.
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