000			01765cam a22003494a 4500
001			15666610
005			20160129160543.0
008			090319s2009 nyu b 001 0 eng
010			_a 2009012091
020			_a9780735570672
020			_a0735570671
020			_a9780735570689
035			_a(OCoLC)ocn316737167
040			_aDLC _cDLC _dILI _dBTCTA _dYDXCP _dCDX _dDLC
042			_apcc
050	0	0	_aK2390 _b.K67 2009
082	0	0	_a658.4/052 _222
100	1		_aKorobkin, Russell.
245	1	0	_aNegotiation theory and strategy / _cRussell Korobkin.
250			_a2nd ed.
260			_aNew York : _bAspen Publishers, _cc2009.
300			_axxvi, 454 p. ; _c26 cm.
500			_aAccompanied by: teacher's manual and simulation materials (iii, 391 p. ; 28 cm.).
504			_aIncludes bibliographical references (p. 443-448) and index.
505	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.
650		0	_aCompromise (Law)
650		0	_aNegotiation.
650		0	_aDispute resolution (Law)
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBOOKS
999			_c9007 _d9007