Korobkin, Russell, <br/><br/>
Negotiation theory and strategy / 
Russell Korobkin. 
 - Second edition. 
 - xxvi, 454 pages ;  26 cm 
<br/><br/>Includes bibliographical references (pages 443-448) and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>0735570671 9780735570672 
<br/><br/><label>LCCN: </label>2009012091 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Compromise (Law)<br/>Negotiation.<br/>Dispute resolution (Law)
<br/><br/><label>LC Class. No.: </label>K2390  / .K67 2009 
<br/><br/><label>Dewey Class. No.: </label>658.4052