01765cam a22003494a 4500 15666610 20160129160543.0 090319s2009 nyu b 001 0 eng 2009012091 9780735570672 0735570671 9780735570689 (OCoLC)ocn316737167 DLC DLC ILI BTCTA YDXCP CDX DLC pcc K2390 .K67 2009 658.4/052 22 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. Compromise (Law) Negotiation. Dispute resolution (Law) 7 cbc orignew 1 ecip 20 y-gencatlg lcc BOOKS 9007 9007 0 0 lcc 0 0 MUC MUC 2015-10-15 Donation(B.F.A) 0 K 2390 .K67 2009 15738 2019-05-30 00:00:00 2015-10-15 BOOKS