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NEGOTIATION AS A STRUCTURED PROCESS
Frank E A Sander and Jeffrey Z Rubin The Janus Quality of Negotia
John S Murray Understanding Competing Theories of Negotiation
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accept adjudication adversary alternative Alternative Dispute Resolution assessment attorney BATNA chapter choice claims client commitment competitive negotiator competitive strategy concessions conflict context costs court Daniel Kahneman David Luban deal deception decision demand develop dispute resolution Donald Gifford Eleanor Holmes Norton Elmtree House ethical example expect fact favorable feel gain Getting to Yes High Justice Howard Raiffa important influence integrative bargaining interaction interests involved issues judgment Justice L.Rev lawyers Legal Negotiation less litigation mediation ment metaphor Mnookin needs Negot.J negotiation behavior negotiation process negotiation strategy negotiator's norms offer one's opponent opponent's outcome parties party's personal injury plaintiffs player position possible potential predictable Prisoner's Dilemma problem problem-solving professional reason relationship representative resolve response result risk Robert Axelrod Roger Fisher role rules Sebenius settle settlement settlement conference side situation social solutions Steve suggests tactics theory tion Tit for Tat tive transaction trial