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Negotiation Journal

, Volume 4, Issue 4, pp 395–401 | Cite as

When should we use agents? Direct vs. representative negotiation

  • Jeffrey Z. Rubin
  • Frank E. A. Sander
In Theory
  • 181 Downloads

Keywords

Model Rule Negotiation Journal Real Estate Agent Favorable Agreement Federal District Court 
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References

  1. Fisher, R. andUry, W. L. (1981).Getting to YES: Negotiating agreement without giving in. Boston: Houghton Mifflin.Google Scholar
  2. Goldberg, S. Green, E. andSander, F. E. A. (1987). “Saying you're sorry.”Negotiation Journal 3: 221–224.CrossRefGoogle Scholar
  3. Lax, D. A. andSebenius, J. K. (1986).The manager as negotiator. New York: The Free Press.Google Scholar
  4. Potter, S. (1948).The theory and practice of gamesmanship: The art of winning games without actually cheating. New York: Holt.Google Scholar
  5. Sander, F. E. A. andRubin, J. Z. (1988). “The Janus quality of negotiation: Dealmaking and dispute settlement.”Negotiation Journal 4: 109–113.CrossRefGoogle Scholar
  6. Schelling, T. (1960).The strategy of conflict. Cambridge, Mass.: Harvard University Press.Google Scholar

Copyright information

© Plenum Publishing Corporation 1988

Authors and Affiliations

  • Jeffrey Z. Rubin
  • Frank E. A. Sander

There are no affiliations available

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