Negotiation theory and strategy / Russell Korobkin.
2009
K2390 .K67 2009 (Map It)
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Details
Author
Title
Negotiation theory and strategy / Russell Korobkin.
Published
New York, NY : Aspen Publishers, [2009]
Copyright
©2009
Call Number
K2390 .K67 2009
Edition
Second edition.
ISBN
9780735570672
0735570671
0735570671
Description
xxvi, 454 pages ; 26 cm
System Control No.
(OCoLC)316737167
Bibliography, etc. Note
Includes bibliographical references (pages 443-448) and index.
Record Appears in
Table of Contents
Pt. I
Introduction
1
1
Toward a Conceptual Approach to Negotiation
5
Pt. II
The Structure of Negotiation
25
2
Estimating the Bargaining Zone
27
3
Psychological Factors in Evaluating Alternatives
51
4
Integrative Bargaining
91
5
Power
127
6
Fair Division and Related Social Norms
159
Pt. III
The Negotiator
191
7
Interpersonal Obstacles to Optimal Agreements
193
8
Negotiator Style
223
9
Group Membership
245
Pt. IV
Additional Parties
275
10
The Principal-Agent Relationship
277
11
Multilateral Negotiations
307
12
The Use of Mediation in Negotiation
329
Pt. V
The Law of Negotiation
359
13
Deceit
361
14
Rules Encouraging Litigation Settlement
399
15
Limitations on Settlement
425
Table of Cases
441
Collected References
443
Index
449