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Legal Negotiation Theory and Strategy

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ISBN-10: 0735570671

ISBN-13: 9780735570672

Edition: 2nd 2009 (Revised)

Authors: Russell Korobkin

List price: $175.00
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Companion Website: Negotiation: Theory and Strategy combines narrative text, materials from the social sciences, and cutting-edge legal scholarship. Organized into a logical analytic framework, Korobkin's conceptual approach provides students with an effective structure for understanding the negotiation process and improving their skills. This concise casebook, along with simulations included in the teacher's manual, teaches students how to analyze and apply strategic concepts through analysis and problem solving. Negotiation: Theory and Strategy, Second Edition, features: introductions to theoretical perspectives that provide different avenues for approaching negotiation: economics and game theory cognitive and social psychology legal and business analysis excerpts from leading negotiation scholars that reflect a variety of fields, such as law, business, psychology, and economics complete teaching materials that will support a two-, three-, or four-unit negotiation course and include: narrative text and excerpted materials questions and problems for in-class discussion negotiation simulation exercises (in the Teacher's Manual*) a modular chapter design that adapts to a variety of teaching objectives clear and engaging writing generous use of hypotheticals and examples Updated throughout, The Second Edition offers: expanded discussion of the role of emotions and aspirations additional coverage of multiparty negotiation, gender, trust, And The use of mediation additional negotiation simulations to encourage students to practice on core topics With its flexible organization that is easily adapted to a variety of teaching objectives, Negotiation: Theory and Strategy, Second Edition, promises a stimulating class experience along with generous teaching support. *A Teacher's Manual may be available for this book. Teacher's Manuals are a professional courtesy offered to professors only. For more information or to request a copy, please contact Aspen Publishers at 800-950-5259 or
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Book details

List price: $175.00
Edition: 2nd
Copyright year: 2009
Publisher: Wolters Kluwer Law & Business
Publication date: 5/13/2009
Binding: Hardcover
Size: 7.25" wide x 10.00" long x 1.00" tall
Weight: 2.244
Language: English

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;

Towards Conceptual Approach to Negotiation
The Structure of Negotiation
Estimating the Bargaining Zone
Psychological Factors in Evaluating Alternatives
Integrative Bargaining
Fair Division and Related Social Norms
The Negotiator
Trust and Strategy
Negotiator Style
Group Membership: Gender and Culture
Additional Parties
The Principal-Agent Relationship
Multilateral Negotiations
The Use of Mediation in Negotiation
The Law of Negotiation
Deceit and Opportunism
Rules Encouraging Litigation Settlement
Limitations on Settlement
Table of Cases