Negotiation theory and strategy / Russell Korobkin.
Material type:
TextPublisher: New York, NY : Aspen Publishers, [2009]Copyright date: ©2009Edition: Second editionDescription: xxvi, 454 pages ; 26 cmContent type: - text
- unmediated
- volume
- 0735570671
- 9780735570672
- 658.4052 22
- K2390 .K67 2009
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.
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Book | City Campus City Campus Main Collection | 658.4052 KOR (Browse shelf(Opens below)) | 1 | Available | A473923B |
Browsing City Campus shelves, Shelving location: City Campus Main Collection Close shelf browser (Hides shelf browser)
| 658.4052 GAT The negotiation book : your definitive guide to successful negotiating / | 658.4052 GOS Practical negotiating : tools, tactics, & techniques / | 658.4052 HAR Harvard business essentials : negotiation. | 658.4052 KOR Negotiation theory and strategy / | 658.4052 KOR The five golden rules of negotiation / | 658.4052 LEW Essentials of negotiation / | 658.4052 LEW Negotiation / |
Includes bibliographical references (pages 443-448) and index.
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.
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