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Negotiation Journal

, Volume 2, Issue 2, pp 179–186 | Cite as

Understanding competing theories of negotiation

  • John S. Murray
In Theory
  • 31 Downloads

Keywords

Aspiration Level Downside Risk Negotiation Journal Joint Gain Negotiator Competence 
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References

  1. Fisher, R. andUry, W.L. Getting to YES: Negotiating Agreement Without Giving In. Boston: Houghton Mifflin, 1981.Google Scholar
  2. Gulliver, P.H. Disputes and Negotiations: A Cross-Cultural Perspective. New York: Academic Press, 1979.Google Scholar
  3. Menkel-Meadow, C. “Toward Another View of Negotiation: The Structure of Legal Problem-Solving.”UCLA Law Review 31 (1984):754.Google Scholar
  4. Pruitt, D.G. Negotiating Behavior. New York: Academic Press, 1981.Google Scholar
  5. —— andLewis, S.A. InNegotiations: Social-Psychological Perspectives ed. D. Druckman. Beverly Hills, Calif.: Sage, 1977.Google Scholar
  6. Raiffa, H. The Art and Science of Negotiation. Cambridge, Mass.: Harvard University Press, 1982.Google Scholar
  7. Williams, G.R. Legal Negotiation and Settlement. St. Paul: West, 1983.Google Scholar
  8. White, J.J. “Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation.”American Bar Foundation Research Journal 80 (Fall 1980):926.Google Scholar

Copyright information

© Plenum Publishing Corporation 1986

Authors and Affiliations

  • John S. Murray

There are no affiliations available

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