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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…    
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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
Pages: 454
Size: 7.25" wide x 10.00" long x 1.00" tall
Weight: 1.980
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