Negotiation theory and strategy /
Korobkin, Russell.
Negotiation theory and strategy / Russell Korobkin. - 2nd ed. - New York : Aspen Publishers, c2009. - xxvi, 454 p. ; 26 cm.
Accompanied by: teacher's manual and simulation materials (iii, 391 p. ; 28 cm.).
Includes bibliographical references (p. 443-448) and index.
Toward a conceptual approach to negotiation -- Estimating the bargaining zone -- Psychological factors in evaluating alternatives -- Integrative bargaining -- Power -- Fair division and related social norms --Interpersonal obstacles to optimal agreements -- Negotiator style -- Group membership -- The principal-agent relationship -- Multilateral negotiations -- The use of mediation in negotiation -- Deceit -- Rules encouraging litigation settlement -- Limitations on settlement.
9780735570672 0735570671 9780735570689
2009012091
Compromise (Law)
Negotiation.
Dispute resolution (Law)
K2390 / .K67 2009
658.4/052
Negotiation theory and strategy / Russell Korobkin. - 2nd ed. - New York : Aspen Publishers, c2009. - xxvi, 454 p. ; 26 cm.
Accompanied by: teacher's manual and simulation materials (iii, 391 p. ; 28 cm.).
Includes bibliographical references (p. 443-448) and index.
Toward a conceptual approach to negotiation -- Estimating the bargaining zone -- Psychological factors in evaluating alternatives -- Integrative bargaining -- Power -- Fair division and related social norms --Interpersonal obstacles to optimal agreements -- Negotiator style -- Group membership -- The principal-agent relationship -- Multilateral negotiations -- The use of mediation in negotiation -- Deceit -- Rules encouraging litigation settlement -- Limitations on settlement.
9780735570672 0735570671 9780735570689
2009012091
Compromise (Law)
Negotiation.
Dispute resolution (Law)
K2390 / .K67 2009
658.4/052