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Negotiation: Theory and Strategy, Third Edition

Russell Korobkin

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  • ISBN: 9781454839262

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  • Description

    Unlike other books that focus on the nuts-and-bolts of the negotiation process, Negotiation: Theory and Strategy, Third Edition offers a conceptual approach draws on psychology, cutting-edge scholarship, and law to create an analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts. 

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  • Details
    Page Count 522
    Published 03/18/2014
  • Additional Product Details

    Detailed Table of Contents (PDF Download)

    SUMMARY OF CONTENTS

    Contents
    Preface
    Acknowledgements

    PART I: INTRODUCTION

    1. Toward a Conceptual Approach to Negotiation

    PART II: THE STRUCTURE OF NEGOTIATION

    2. Estimating the Bargaining Zone

    3. Persuasion

    4. Integrative Bargaining

    5. Power

    6. Fair Division and Related Social Norms

    PART III: THE NEGOTIATORS AND THEIR RELATIONSHIP

    7. Trust

    8. Emotions of Conflict

    9. Negotiator Style

    10. Group Membership

    PART IV: ADDITIONAL PARTIES

    11. The Principal-Agent Relationship

    12. Multilateral Negotiations

    13. The Use of Mediation in Negotiation

    PART V: THE LAW OF NEGOTIATION

    14. Deceit

    15. Rules Encouraging Litigation Settlement

    16. Limitations on Settlement

    Table of Cases
    Index

     

     

  • Author Information

    Russell Korobkin

    Russell Korobkin is the Richard C. Maxwell Distinguished Professor of Law at the UCLA School of Law, where he also served as the Vice Dean for Academic and Institutional Affairs from 2015-19. He is the author of two textbooks, K: A Common Law Approach to Contracts (Wolters Kluwer, 2d. ed., 2017) (with Tracey George) and Negotiation Theory and Strategy (Wolters Kluwer, 3d ed., 2014), one university press book, Stem Cell Century: Law and Policy for a Breakthrough Technology (Yale, 2007), and more than 50 law journal articles on the subjects of contracts, law and economics, negotiation, and health care law. A former San Francisco management consultant and Washington D.C. lawyer, Professor Korobkin earned his undergraduate and law degrees from Stanford University. In addition to UCLA, he has taught full time at the University of Illinois, University of Texas, and Harvard University Law Schools and has taught intensive &"short courses” at law and business schools on four continents.

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