2007'3, p.158
Evdokimenko A. S.
Approaches to studying the negotiation process

The paper analyzes two main approaches to studying psychology of negotiations: the inductive, based on the method of analyzing an isolated case in order to create a theoretical model, and the deductive, which uses theoretical models for formulating practical recommendations. Both approaches aim at solving two problems: finding an effective research method and bridging the gap between theory and practice. The author discusses studies by I.W. Zartman (of the inductive approach) and D. Druckman (of the deductive approach), analyzing possibilities of bringing together the two opposite methodologies.