[...] although the academic literature displays a sustained interest in co-operative bargaining
concepts, it has almost nothing to say about commercial business negotiations. The focus in
the academic camp is firmly on the political and diplomatic arenas. Moreover, since much of
the research takes place in undergraduate psychology laboratories in American Universities
using deeply unrealistic models such as the Prisoners’ Dilemma, it would not be unreasonable
to say that a considerable amount of the empirical work is without context, and might be
better described as pure, theoretical research (Ramsay, 2004).