Negotiation theory and strategy / Russell Korobkin.
Material type:
TextPublication details: New York : Aspen Publishers, c2009.Edition: 2nd edDescription: xxvi, 454 p. ; 26 cmISBN: - 9780735570672
- 0735570671
- 9780735570689
- 658.4/052 22
- K2390 .K67 2009
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MACHAKOS UNIVERSITY LIBRARY | K 2390 .K67 2009 (Browse shelf(Opens below)) | Available | 15738 |
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.
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