Understanding competing theories of negotiation
- 31 Downloads
KeywordsAspiration Level Downside Risk Negotiation Journal Joint Gain Negotiator Competence
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.
Unable to display preview. Download preview PDF.
- Fisher, R. andUry, W.L. Getting to YES: Negotiating Agreement Without Giving In. Boston: Houghton Mifflin, 1981.Google Scholar
- Gulliver, P.H. Disputes and Negotiations: A Cross-Cultural Perspective. New York: Academic Press, 1979.Google Scholar
- Menkel-Meadow, C. “Toward Another View of Negotiation: The Structure of Legal Problem-Solving.”UCLA Law Review 31 (1984):754.Google Scholar
- Pruitt, D.G. Negotiating Behavior. New York: Academic Press, 1981.Google Scholar
- —— andLewis, S.A. InNegotiations: Social-Psychological Perspectives ed. D. Druckman. Beverly Hills, Calif.: Sage, 1977.Google Scholar
- Raiffa, H. The Art and Science of Negotiation. Cambridge, Mass.: Harvard University Press, 1982.Google Scholar
- Williams, G.R. Legal Negotiation and Settlement. St. Paul: West, 1983.Google Scholar
- White, J.J. “Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation.”American Bar Foundation Research Journal 80 (Fall 1980):926.Google Scholar
© Plenum Publishing Corporation 1986