© 1991

Negotiation: From Theory to Practice


Table of contents

  1. Front Matter
    Pages i-xiv
  2. Introduction

    1. Jacques Rojot
      Pages 1-4
  3. Analytical Background

    1. Front Matter
      Pages 5-5
    2. Jacques Rojot
      Pages 9-30
  4. The Process of Negotiation

    1. Front Matter
      Pages 59-59
    2. Jacques Rojot
      Pages 94-107
    3. Jacques Rojot
      Pages 108-144
  5. The Interaction of the Negotiators

    1. Front Matter
      Pages 145-145
    2. Jacques Rojot
      Pages 149-173
    3. Jacques Rojot
      Pages 174-196
    4. Jacques Rojot
      Pages 197-216
  6. Back Matter
    Pages 217-230

About this book


Professor Rojot's work links the theory of negotiation to its more practical aspects and bridges the gap between theoretical work and 'how to' manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.


accounting conflict management organization strategy

Authors and affiliations

  1. 1.University of Paris I - SorbonneFrance

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