Why the INI?
Misconceptions
Unscientific misconceptions pervade the art of negotiation. There has been some empirical research in the negotiation field, but not a great deal. It has been estimated to comprise less than 10% of research done so far. Most contemporary negotiation knowledge originates from studies conducted among trainees and students in role plays and simulations. Scholars and practitioners have extrapolated these classroom experiences into new negotiation theories. More than 80% of this knowledge is generated from so-called WEIRD countries: Western, Educated, Industrialised, Rich and Democratic.
The real world.
While many are instrumental and influential, by their nature these “laboratory” studies have not originated in the real world. Many negotiation theories are currently debatable. For example, some negotiation experts generally urge negotiators to make the first offer; some experts advise waiting for the initial offer to be proposed by the other party. Which is correct? Real world data on this and many other negotiation issues is challenging, costly and time consuming to obtain, which is why it is in short supply.
A fundamental purpose
The fundamental purpose of the INI is to correct this deficiency over time by generating new knowledge derived from an international body of credible real-world research. New research-based knowledge is used to develop innovative negotiation tools and theories to bridge the divide between theory and practice. Those tools and theories can be made accessible, on a non-profit basis, to educators, skills trainers and practitioners to improve negotiated outcomes. In turn, this increases efficiency and productivity, help make relationships more stable and sustainable, reduce failure rates, avoid disputes, and make negotiation a much-improved experience for all.
Negotiation needs research and innovation. Especially in this fast-moving world.
There’s a way to negotiate better
Find it through new research and innovation