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Negotation

Negotation

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Published by ChrisG1985

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Published by: ChrisG1985 on May 24, 2011
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09/04/2013

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SUMMARY OF CONTENTS
CtetsaceAckdts
PAT
:
INTODUCTION
I.
Toward a Conepua Approah o eoiaion
PAT

 TE STUCTUE OF NEGOTIATION
2 Esimain he Baainin Zon3 Psyhooia aos in auain Arnaies4 Ineai Baainin5 Pow
6
air Diision and Reaed Soia os
PAT

 TE NEGOTIATO 
7 nerpesona Osaes o Opima Aemens
8
eoiaor Sye9 Group Memership
AT IV ADDilONAL PATIES
 The PinipaAen Raionship
II
Muiaera eoiaions2 The Use o Mediaion in eoiaion
PAT
:
W
F
NEGOTIATION
3 Deei4 Rues Enourain Liiaion Seemen5 Limiaions on Seemen
ab f CasesClcted ferecesxxxxxx
5
5
27592759

93223245
5
27737329
5
36399425

 
CONTENTS
PaceAcknldgts
PAT 1: ODUC ON
Chapter
I:
Tow a Concept A proach to Negoaon
The Seps o eoiaion:  Oveiew
I
Preparaion
2
Inormaion Exhane
3.
Areemen Proposals
4.
Resoluion
B.
Conepual Models o eoaion
arrie Menkel-Meadow
oward Anoth V of LelNetiation: The Stture of ob-Solving 
Russell Korobkin
A Psitive Theo of Ll Netiatim
Robert
H.
Mnookin,
Wy Netiations Fail: An Exationof Bas to th Rsolution of Cnict
Disussion Quesions and Prolems
PAT II:  STUCTURE OF NEGOTITION
Chapter
2
ag the Bg Zone
Ban and Reseaion Pries
Russell Korobkin,
A Positive Theo of Ll Netiation
Notes
B.
Calulan Res aion Prie: A Presripive Approah
I
Sep
I
The Baseline
2.
Sep
2:
Adjusin rom he Baseline
Notes
Disussion Quesions and Prolems
C hapter
3:
Pcholoca Facto
i
Evug Alteaves
Heurisis
I
The SelSein Bias
xixxxiii56810I127
20
23
5
27
27 
27
30 
31 
32 
32 
38 
46 
5253
x
 

George Loewse, Sauel ssaharo, ol erer
Lda Baok,
&ing
A
of Find tl Bining

eeighg o Saie oaio
g R. ox
Rhard Brke,
Fting T
 
Asi H li to Plit;
 
d in

til 
3
Achorg ad Adjuse
Ruell Korobk
hs uhe,
Phol B
tton t An tl Ah
4
Reacie Deauao
Lee Ross
tive /lution in Ntition nd nt Joln
Noes
B
Auio Bies
Russell Korobk,
Phol 

MeditionSess Th nd tie 
Noes
C
Prospec Theo ad Reerece Poi ec
Loss Aeio
Dael hea, Jak L Ketsh
Rhard

Thaler,
Etl T of the Ent ect nd the  e T
Russell Korobk,
Ini nd fce in Contt Ntt:Te ol P of fu R nd F T

The Framig ec
Jere J. Rahlsk,
Gins Los, nd t ch of Littn
Noes
Discussio Quesios ad Proems
ptr
4
t n
The Roe o Diereces
Dad
A
Jaes
beus,
T Mn  Ntt
erald B Wetaufer,
The Limi of ntie ining
Noes
B.
Fmewors or deig iegae s
Focusig o Core erss her ha Posions
Roger sher, Wlla U
Be Pao,
ttin
Y

Chagg he Coe o egoato Pacages
Noes
C.
Sources o egrate Vaue i ga Tnsacos
Adee Scon

o rd
3
ceri
Notes
Discussio usios ad Proms
t
53
5
57 
5

63
70
7073
77
75 
78
885


9403
00
06 
0

770


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