Negotiation Theory and Strategy
- ISBN-10
- 1454839260
- ISBN-13
- 9781454839262
- Category
- Law
- Pages
- 488
- Language
- English
- Published
- 2014
- Publisher
- Aspen Publishers
- Author
- Russell Korobkin
Description
Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text's conceptual approach draws on psychology, cutting-edge scholarship, and law to create an analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts. Features: Restructured treatment of the psychology of persuasion Part III framed to emphasize the critical importance of the relationship between negotiators Treatment of "trust" expanded with more discussion of extensive experimental data New treatment of the how to deal with the negative emotions that result from conflict Completely new simulations added to reinforce bargaining zone analysis, persuasion techniques, coping with emotions, and principal-agent relationships in negotiation
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