Title: Negotiation theory and strategy /
Authors: Korobkin, Russell
Publisher: Law & Business,
Year: 2009
Subjects: Compromise (Law); Negotiation.; Dispute resolution (Law)
Contents: 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 361 -- Rules encouraging litigation settlement -- Limitations on settlement.