NegotiationPearson Education Canada, 1998 - Language Arts & Disciplines |
Contents
Each chapter overview includes an outline of the chapter discussion questions and suggested cases | 1 |
Social Dilemmas and Other Noncooperative | 96 |
Best | 105 |
Copyright | |
13 other sections not shown
Common terms and phrases
1998 by Prentice accompany The Mind allocation bargaining zone BATNA behavior buyer choices coalition cognitive communication Company Upper Saddle concessions conflict cooperation creative cues culture decision Dispute Resolution Research drrc@kellogg.nwu.edu effective emotional equity evaluate exercise experience fairness feedback Figure goals group members individuals influence Instructor's Manual interaction interests issues judgment Kellogg Graduate School learning LECTURE OUTLINE Leigh Thompson Leigh Thompson CHAPTER Manual with Transparency Masters to accompany maximize mental models Mind and Heart naïve negative negotiation situation Negotiator by Leigh norms Northwestern University offer opponent outcomes parties party's perceived person player positive preferences Prentice Hall principle prisoner's dilemma rational reach integrative agreements relationships reservation point Resolution Research Center risk seeking role schemas School of Management Schuster Company Upper seller settlement Simon & Schuster social dilemma strategy target task tradeoffs Transparency Masters types Upper Saddle River via technology