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Background and Context
Robert H Mnookin and Lewis Kornhauser Bargaining
Gerald R Williams Negotiation as a Healing Process
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accept action adjudication adversary adversary system agreement alternative American contexts anger approach Asian American assert assumptions attorney avoid BATNA behavior buyer claim commitment communication competitive concessions conflict contingent fee cooperation Copyright costs court cultural deal defendant demands discussion dispute resolution distributive bargaining divorce effective emotional ethical European American example fact feel Getting to YES goals individual integrative bargaining interests involved issues joint gain lawsuit lawyer and client lawyer-client less litigation loss aversion mediation ment Mexican American mutual Mutual Gains Bargaining negotiation process nemawashi norms offer one's opponent outcome participants parties party's person plaintiff position possible preferences problem professional question rational reciprocity relationship Reprinted with permission reservation price response result risk role rules seller settle settlement side side's situation social solutions strategy suggests tactics Thomas Schelling threat tion tit for tat trial understand walkaway point