ISBN-10:
0735527709
ISBN-13:
9780735527706
Pub. Date:
03/28/2002
Publisher:
Wolters Kluwer Law & Business
Negotiation Theory and Strategy / Edition 1

Negotiation Theory and Strategy / Edition 1

by Russell Korobkin

Hardcover

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Product Details

ISBN-13: 9780735527706
Publisher: Wolters Kluwer Law & Business
Publication date: 03/28/2002
Edition description: Older Edition
Pages: 493
Product dimensions: 6.40(w) x 9.40(h) x 1.30(d)

Table of Contents

Prefacexix
Acknowledgmentsxxiii
Part IIntroduction1
Chapter 1Toward a Conceptual Approach to Negotiation7
A.The Steps of Negotiation: An Overview7
1.Preparation8
2.Information Exchange11
3.Agreement Proposals13
4.Resolution14
B.Conceptual Models of Negotiation16
Toward Another View of Legal Negotiation: The Structure of Problem-Solving17
A Positive Theory of Legal Negotiation21
Why Negotiations Fail: An Exploration of Barriers to the Resolution of Conflict26
Discussion Questions and Problems30
Part IIThe Structure of Negotiation33
Chapter 2Estimating the Bargaining Zone37
A.BATNAs and Reservation Prices37
A Positive Theory of Legal Negotiation37
Notes41
B.Calculating Reservation Prices: A Prescriptive Approach43
1.Alternatives43
2.Preferences44
3.Probabilities of Future Events44
4.Risk Preference45
5.Transaction Costs47
6.Value of Time48
7.Effect on Future Opportunities49
Notes50
C.Aspirations57
Bargaining for Advantage: Negotiation Strategies for Reasonable People58
Notes61
Discussion Questions and Problems63
Chapter 3Psychological Factors in Evaluating Alternatives63
A.Risk Preference and the Framing Effect68
Gains, Losses, and the Psychology of Litigation69
Notes74
B.The Endowment Effect and the Status Quo Bias76
Experimental Tests of the Endowment Effect and the Coase Theorem76
Inertia and Preference in Contract Negotiation: The Psychological Power of Default Rules and Form Terms81
Notes85
C.Anchoring87
Psychological Barriers to Litigation Settlement: An Experimental Approach88
Notes91
D.Overconfidence and the Self-Serving Bias94
Self-Serving Assessments of Fairness and Pretrial Bargaining95
Notes99
E.Reactive Devaluation102
Reactive Devaluation in Negotiation and Conflict Resolution103
Notes107
Discussion Questions and Problems108
Chapter 4Integrative Bargaining111
A.Expanding the Bargaining Zone111
The Manager as Negotiator115
The Limits of Integrative Bargaining121
Notes126
B.Strategies for Reaching Integrative Agreements129
1.Adding to and Subtracting Issues from the Negotiation "Package"130
2.Logrolling132
3.Avoiding the Fixed-Sum Error133
4.Focusing on Ultimate Interests Rather Than Superficial Positions134
Roger Fisher, William Ury & Bruce Patton, Getting to Yes134
5.Confronting Adverse Selection and Moral Hazard Problems138
6.Exploring the Opponent's Interests and Preferences: Asking Questions139
7.Revealing Interests and Preferences141
8.Post-Settlement Settlements141
Notes142
Discussion Questions and Problems144
Chapter 5Power149
A.Changing the Bargaining Zone152
B.Manipulating Perceptions of the Bargaining Zone156
A Positive Theory of Legal Negotiation157
Notes162
C.Commitments163
The Strategy of Conflict165
Notes168
D.Patience171
1.Costs of Lost Time173
2.Costs of Negotiating174
Notes175
Discussion Questions and Problems178
Chapter 6Fair Division and Related Social Norms183
A.The Reciprocity Norm184
Influence: Science and Practice185
Notes191
B.Convention195
Fairness as a Constraint on Profit Seeking: Entitlements in the Market196
Getting to Yes203
Notes on the Bedouin Horse Trade or "Why Won't the Market Clear, Daddy?"205
Notes207
C.Norms of Distributive Justice209
Notes211
Discussion Questions and Problems218
Part IIIThe Negotiator221
Chapter 7The Negotiator's Dilemma223
A.The Prisoner's Dilemma as Metaphor224
The Evolution of Cooperation225
Notes231
B.Coping with the Negotiator's Dilemma233
The Ethics of Lying in Negotiation233
The Manager as Negotiator235
Notes237
Discussion Questions and Problems240
Chapter 8Conflict Style243
A.Cooperation versus Competition244
Legal Negotiation and Settlement244
Notes249
B.Empathy versus Assertiveness250
The Tension Between Empathy and Assertiveness250
Notes253
Discussion Questions and Problems254
Chapter 9Group Membership257
A.Gender258
Gender, Risk Taking, and Negotiation Performance258
In a Different Voice: Psychological Theory and Women's Development262
Notes265
B.Culture270
Culture and Negotiation273
Making Deals in Strange Places: A Beginner's Guide to International Business Negotiations279
Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures282
Notes287
Discussion Questions and Problems290
Part IVAdditional Parties293
Chapter 10The Principal-Agent Relationship295
A.The Benefits of Lawyer-Agents295
Disputing Through Agents: Cooperation and Conflict Between Lawyers in Litigation298
Value Creation by Business Lawyers: Legal Skills and Asset Pricing303
Notes309
B.The Principal-Agent Tension310
Evans v. Jeff D.313
Psychology, Economics, and Settlement: A New Look at the Role of the Lawyer316
Notes320
Discussion Questions and Problems324
Chapter 11Multilateral Negotiations329
A.Coalitions and Negotiating Power329
1.The Problem of "Unstable" BATNAs329
2.Power Dynamics: To Join or Not to Join the Coalition331
B.Fair Division334
C.Identifying the Bargaining Zone336
Legal Negotiation: Theory and Applications336
Notes339
Discussion Questions and Problems340
Chapter 12The Use of Mediation in Negotiation343
A.The Potential Benefits of Mediation345
1.Facilitate Introspection and Analysis345
2.Facilitate Communication346
3.Evaluate Issues Relevant to the Parties' Reservation Prices347
4.Filter Private Information350
5.Create Focal Points352
6.Reduce Reactive Devaluation353
7.Deter Extreme Distributive Tactics354
Notes355
B.Mediator Strategies356
Understanding Mediators' Orientations, Strategies, and Techniques: A Grid for the Perplexed357
The Caucus: Private Meetings That Promote Settlement365
Notes370
Discussion Questions and Problems372
Part VThe Law of Negotiation375
Chapter 13Misrepresentation377
A.Representations about the Negotiation's Subject Matter379
Vulcan Metals Co. Inc. v. Simmons Manufacturing Co., Inc.379
Notes380
B.Representations Related to the Speaker's Reservation Price385
Kabatchnick v. Hanover-Elm Building Corp.385
Notes387
C.Nondisclosure390
Swinton v. Whitinsville Savings Bank390
Weintraub v. Krobatsch391
Notes394
D.Sanctions for Misrepresentation396
Cresswell v. Sullivan & Cromwell396
Notes398
E.Misrepresenting the Objective: "Bad Faith" Negotiation399
Venture Associates Corp. v. Zenith Data Systems Corp.400
Notes403
F.The Ethics of Misrepresentation405
Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation405
Negotiation Ethics: How to Be Deceptive Without Being Dishonest/How to Be Assertive Without Being Offensive406
The Ethics of Lying in Negotiations409
Moral Truthseeking and the Virtuous Negotiator411
Discussion Questions and Problems412
Chapter 14Rules Encouraging Litigation Settlement417
A.Fee Shifting and "Offer of Settlement" Rules418
From "Loser Pays" to Modified Offer of Judgment Rules: Reconciling Incentives to Settle with Access to Justice419
Notes423
B.Judicial Settlement Conferences426
In re Novak427
Notes432
Nick v. Morgan's Foods, Inc.434
Notes438
C.Inadmissibility of Settlement Negotiations440
Thomas v. Resort Health Related Facility441
Affiliated Manufacturers, Inc. v. Aluminum Co. of America443
Notes446
Discussion Questions and Problems447
Chapter 15Limitations on Settlement451
A.Judicial Review of Settlements452
1.Power Imbalances452
Lewis v. Lewis452
2.Principal-Agent Conflicts454
Mars Steel Corp. v. Continental Illinois National Bank454
3.Protecting the Public Interest459
United States v. Microsoft Corp.459
B.Settlement in Multiple-Defendant Litigation463
Elbaor v. Smith464
Notes466
Discussion Questions and Problems467
Table of Cases469
Collected References471
Index479

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