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Wolters Kluwer Law & Business
Negotiation / Edition 2

Negotiation / Edition 2

by Russell Korobkin


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Product Details

ISBN-13: 9780735570672
Publisher: Wolters Kluwer Law & Business
Publication date: 05/13/2009
Edition description: Older Edition
Pages: 482
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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