Title: Bargaining : power, tactics, and outcomes /
Authors: Bacharach, Samuel B.; Lawler, Edward J.
Publisher: Jossey-Bass,
Year: 1981
Subjects: Negotiation.; Collective bargaining.
Contents: Critique of bargaining theory (with Joseph B. Shedd) -- Bargaining power -- Tactical concessions -- Theories of deterrence and conflict spiral -- Punitive tactics -- Issues, bluffs, and arguments -- Convergence of power and bargaining outcome -- Theory of power in bargaining.