Negotiation theory and strategy
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 -- Th...
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| Format: | UnknownFormat |
| Sprache: | eng |
| Veröffentlicht: |
New York, NY u.a.
Aspen Publ. u.a.
c 2009
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| Ausgabe: | 2. ed. |
| Schlagworte: | |
| Online Zugang: | Inhaltsverzeichnis |
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Tag hinzufügen | Zusammenfassung: | 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 -- Rules encouraging litigation settlement -- Limitations on settlement. |
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| Beschreibung: | Includes bibliographical references (p. 443-448) and index |
| Beschreibung: | XXVI, 454 S. graph. Darst. 26 cm |
| ISBN: | 0735570671 0-7355-7067-1 9780735570689 978-0-7355-7068-9 9780735570672 978-0-7355-7067-2 |