Negotiation theory and strategy
Author(s)
Bibliographic Information
Negotiation theory and strategy
（Aspen casebook series）
Aspen Publishing, [2024] , , c2024
4th edition
- : hardcover
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Note
Content Type: text (ncrcontent), Media Type: unmediated (ncrmedia), Carrier Type: volume (ncrcarrier)
Includes index
Contents of Works
- Toward a conceptual approach to negotiation
- Estimating the bargaining zone
- Persuasion
- Integrative bargaining
- Power
- Fair division and related social norms
- Trust
- Emotions of conflict
- Negotiator style
- Group membership
- The principal-agent relationship
- Multilateral negotiations
- The use of mediation in negotiation
- Deceit
- Rules encouraging litigation settlement
- Limitations on settlement
