Negotiation Theory and Strategy

ISBN-10: 1454839260

ISBN-13: 9781454839262

Edition: 3rd 2014

Authors: Russell Korobkin

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Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text's 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.Features:Restructured treatment of the psychology of persuasionPart III framed to emphasize the critical importance of the relationship between negotiatorsTreatment of "trust" expanded with more discussion of extensive experimental dataNew treatment of the how to deal with the negative emotions that result from conflictCompletely new simulations added to reinforce bargaining zone analysis, persuasion techniques, coping with emotions, and principal-agent relationships in negotiation
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Book details

List price: $225.00
Edition: 3rd
Copyright year: 2014
Publisher: Wolters Kluwer Law & Business
Publication date: 3/18/2014
Binding: Hardcover
Pages: 528
Size: 7.75" wide x 10.00" long x 1.50" tall
Weight: 3.872

Russell Korobkinis a professor of law at the UCLA School of Law and senior fellow at the UCLA Center for Society and Genetics. nbsp; Stephen R. Munzeris also a professor of law at the UCLA School of Law and senior fellow at the UCLA Center for Society and Genetics. nbsp;

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