TY  - BOOK
AU  - Korobkin,Russell
TI  - Negotiation theory and strategy
SN  - 9780735570672
AV  - K2390 .K67 2009
U1  - 658.4/052 22
PY  - 2009///
CY  - New York
PB  - Aspen Publishers
KW  - Compromise (Law)
KW  - Negotiation
KW  - Dispute resolution (Law)
N1  - 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
ER  -