01417cam a22003014a 45000010009000000050017000090080041000260100017000670200018000840200015001020200019001170350024001360400042001600420008002020500021002100820018002311000023002492450057002722500012003292600042003413000027003835000086004105040064004965050488005606500021010486500017010696500029010861566661020160129160543.0090319s2009    nyu      b    001 0 eng    a  2009012091  a9780735570672  a0735570671  a9780735570689   a(OCoLC)ocn316737167  aDLCcDLCdILIdBTCTAdYDXCPdCDXdDLC  apcc00aK2390b.K67 200900a658.4/0522221 aKorobkin, Russell.10aNegotiation theory and strategy /cRussell Korobkin.  a2nd ed.  aNew York :bAspen Publishers,cc2009.  axxvi, 454 p. ;c26 cm.  aAccompanied by: teacher's manual and simulation materials (iii, 391 p. ; 28 cm.).  aIncludes bibliographical references (p. 443-448) and index.0 aToward 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. 0aCompromise (Law) 0aNegotiation. 0aDispute resolution (Law)