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Post-settlement settlements in two-party negotiations

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References

  • Raiffa, H. (1985). “Post-settlement settlements.”Negotiation Journal 1:9–12.

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Max H. Bazerman is Professor of Organization Behavior and member of the executive committee of the Dispute Resolution Research Center at the Kellogg Graduate School of Management, Northwestern University, Evanston, Illinois 60201.Lee E. Russ is Acquisitions Analyst with the Kohler Co., Kohler, Wisconsin 53044. And,Elaine Yakura is a doctoral student at the Sloan School of Management, Massachusetts Institute of Technology, Cambridge, Massachusetts 02139.

This research was supported by the Management in the 1990s Project of the Sloan School of Management at the Massachusetts Institute of Technology. Part of the first author's contribution was completed while he was on the faculty at MIT and while he was a visiting faculty member of the Graduate Institute of Business Administration at Chulalongkorn University, Bangkok, Thailand. Part of the second author's contribution was completed while he was a graduate student at the Sloan School of Management at MIT. Part of the third author's contribution was supported by a grant from the National Institute for Dispute Resolution. The authors appreciate the comments made by Harris Sondak and Marla Felcher on a previous draft of this article, the data collection assistance of Craig Rosenkrantz, and the intellectual and organizational contributions made by John Sifonis.

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Bazerman, M.H., Russ, L.E. & Yakura, E. Post-settlement settlements in two-party negotiations. Negot J 3, 283–292 (1987). https://doi.org/10.1007/BF00999332

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  • DOI: https://doi.org/10.1007/BF00999332

Keywords

  • Management Information System
  • Consult Firm
  • Negotiation Journal
  • Initial Project
  • Initial Agreement