Cover: The Art and Science of Negotiation in PAPERBACK

The Art and Science of Negotiation

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Product Details

PAPERBACK

$34.50 • £27.95 • €31.00

ISBN 9780674048133

Publication Date: 03/15/1985

Short

384 pages

6-1/8 x 9-1/4 inches

48 line illustrations, 37 tables

Belknap Press

World

  • Prologue
  • I. Overview
    • 1. Some Organizing Questions
    • 2. Research Perspectives
  • II. Two Parties, One Issue
    • 3. Elmtree House
    • 4. Analytical Models and Empirical Results
    • 5. Settling Out of Court
    • 6. The Role of Time
    • 7. Acquisitions and Mergers
    • 8. Third-Party Intervention
    • 9. Advice for Negotiators
  • III. Two Parties, Many Issues
    • 10. AMPO versus City
    • 11. Tradeoffs and Concessions
    • 12. The Panama Canal Negotiations
    • 13. Risk Sharing and Insecure Contracts
    • 14. The Camp David Negotiations
    • 15. Mediation of Conflicts
    • 16. Arbitration of Disputes
  • IV. Many Parties, Many Issues
    • 17. Coalition Analysis
    • 18. The Law of the Sea
    • 19. Fair Division
    • 20. Willingness to Pay for a Public Good
    • 21. Environmental Conflict Resolution
    • 22. The Mariner Space Probes
    • 23. Voting
  • V. General Concerns
    • 24. Getting People to Communicate
    • 25. Ethical and Moral Issues
  • Epilogue
  • Bibliography
  • Index

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