Negotiation theory and strategy
By: Russell Korobkin.
Edition: 2nd ed.
Publisher: Law & Business; Brand: Aspen Publishers; Aspen Publishers
Published: 2009
Place of publication: Austin
Language: eng
Number of pages: 480
ISBN-13: 9780735570672
Subjects: Compromise (Law); Negotiation; Dispute resolution (Law)
Table of contents: title: Toward a conceptual approach to negotiation; title: Estimating the bargaining zone; title: Psychological factors in evaluating alternatives; title: Integrative bargaining; title: Power; title: Fair division and related social norms; title: Interpersonal obstacles to optimal agreements; title: Negotiator style; title: Group membership; title: The principal-agent relationship; title: Multilateral negotiations; title: The use of mediation in negotiation; title: Deceit 361; title: Rules encouraging litigation settlement; title: Limitations on settlement.