Negotiation / Edition 2

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Negotiation: Theory and Strategy combines narrative text, materials from the social sciences, and cutting-edge legal scholarship. Organized into a logical analytic framework, Korobkin’s conceptual approach provides students with an effective structure for understanding the negotiation process and improving their skills. This concise casebook, along with simulations included in the teacher's manual, teaches students how to analyze and apply strategic concepts through analysis and problem solving.

Negotiation: Theory and Strategy, Second Edition, features:

introductions to theoretical perspectives that provide different avenues for approaching negotiation:

economics and game theory
cognitive and social psychology
legal and business analysis

• excerpts from leading negotiation scholars that reflect a variety of fields, such as law, business, psychology, and economics
complete teaching materials that will support a two-, three-, or four-unit negotiation course and include:

• narrative text and excerpted materials
• questions and problems for in-class discussion
• negotiation simulation exercises (in the Teacher’s Manual*)

a modular chapter design that adapts to a variety of teaching objectives
clear and engaging writing
• generous use of hypotheticals and examples

Updated throughout, the Second Edition offers:

• expanded discussion of the role of emotions and aspirations
• additional coverage of multiparty negotiation, gender, trust, and the use of mediation
• additional negotiation simulations to encourage students to practice on core topics

With its flexible organization that is easily adapted to a variety of teaching objectives, Negotiation: Theory and Strategy, Second Edition, promises a stimulating class experience along with generous teaching support.

*A Teacher’s Manual may be available for this book. Teacher’s Manuals are a professional courtesy offered to professors only. For more information or to request a copy, please contact Aspen Publishers at 800-950-5259 or

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Product Details

  • ISBN-13: 9780735570672
  • Publisher: Wolters Kluwer Law & Business
  • Publication date: 5/13/2009
  • Edition description: New Edition
  • Edition number: 2
  • Pages: 482
  • Sales rank: 1,245,487
  • Product dimensions: 7.10 (w) x 10.20 (h) x 1.10 (d)

Table of Contents

Part I. Introduction

Chapter 1. Towards Conceptual Approach to Negotiation

Part II. The Structure of Negotiation

Chapter 2. Estimating the Bargaining Zone
Chapter 3. Psychological Factors in Evaluating Alternatives
Chapter 4. Integrative Bargaining
Chapter 5. Power
Chapter 6. Fair Division and Related Social Norms

Part III. The Negotiator

Chapter 7. Trust and Strategy
Chapter 8. Negotiator Style
Chapter 9. Group Membership: Gender and Culture.

Part IV. Additional Parties

Chapter 10. The Principal-Agent Relationship
Chapter 11. Multilateral Negotiations
Chapter 12. The Use of Mediation in Negotiation

Part V. The Law of Negotiation

Chapter 13. Deceit and Opportunism
Chapter 14. Rules Encouraging Litigation Settlement
Chapter 15. Limitations on Settlement

Table of Cases

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