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catalog contributor b8175980.
catalog contributor b8175981.
catalog contributor b8175982.
catalog created "1993.".
catalog date "1993".
catalog date "1993.".
catalog dateCopyrighted "1993.".
catalog description "Includes bibliographical references and indexes.".
catalog description "Making deals in strange places : a beginner's guide to international business negotiations / Jeswald W. Salacuse -- Her place at the table : a consideration of gender issues in negotiation / Deborah M. Kolb and Gloria G. Coolidge -- The role of personality in successful negotiating / Roderick W. Gilkey and Leonard Greenhalgh -- Section VII. Follow-up and implementation. Designing an effective dispute resolution system / William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg -- Enhancing the capacity of organizations to deal with disputes / Deborah M. Kolb and Susan S. Silbey -- Post-settlement settlements / Howard Raiffa -- Additional thoughts on post-settlement settlements / Alvin L. Roth -- Post-settlement settlements in two-party negotiations / Max H. Bazerman, Lee E. Russ, and Elaine Yakura -- Renegotiations in international business / Jeswald W. Salacuse -- Section VIII. Multilateral negotiation. Multilateral negotiation : an analytic approach / Saadia Touval -- ".
catalog description "Multilateral negotiation and the future of American labor / Charles Heckscher -- The emerging system of international negotiations / Victor A. Kremenyuk -- The art of preparing a multilateral conference / Klaus L. Aurisch -- Section IX. Third party intervention. Mediated negotiation in the public sector / Lawrence Susskind and Connie Ozawa -- Effectiveness of the biased mediator / William P. Smith -- Bias and mediators' ethics / Christopher Honeyman -- The corporate ombudsman : an overview and analysis / Mary P. Rowe.".
catalog description "Negotiating power : getting and using influence / Roger Fisher -- Saying you're sorry / Stephen B. Goldberg, Eric D. Green, and Frank E.A. Sander -- Section IV. The negotiations proper. Common elements in the analysis of the negotiation process / I. William Zartman -- Interests : the measure of negotiation / David A. Lax and James K. Sebenius -- Your draft or mine? / Jeswald W. Salacuse -- Ten commandments for a negotiator / Janos Nyerges -- Section V. The negotiation context. Negotiator judgment : a critical look at the rationality assumption / Max H. Bazerman -- The Eastern Airlines saga : grounded by a contest of wills / Robert B. McKersie -- Strategy and self-command / Thomas C. Schelling -- Timing and the initiation of de-escalation moves / Louis Kriesberg -- Section VI. Culture, race, gender, and style. Rethinking the culture-negotiation link / Robert J. Janosik -- Breaking away from subtle biases / J. William Breslin -- ".
catalog description "Section I. The nature of conflict and negotiation. Some wise and mistaken assumptions about conflict and negotiation / Jeffrey Z. Rubin -- An interview with Mary Parker Follett / Albie M. Davis -- Strategic choice in negotiation / Dean G. Pruitt --Anatomy of a crisis / William L. Ury and Richard Smoke -- Section II. Organizing your team. We need a larger theory of negotiation : the importance of pre-negotiating phases / Harold H. Saunders -- Negotiating inside out : what are the best ways to relate internal negotiations with external ones? / Roger Fisher -- When should we use agents? Direct vs. representative negotiation / Jeffrey Z. Rubin and Frank E.A. Sander -- Mock pseudo-negotiations with surrogate disputants / Howard Raiffa -- Section III. Getting to the table prepared. The power of alternatives or the limits to negotiation / David A. Lax and James K. Sebenius -- The role of power and principle in getting to YES / William McCarthy -- Beyond YES / Roger Fisher -- ".
catalog extent "xv, 458 p. ;".
catalog hasFormat "Negotiation theory and practice.".
catalog identifier "1880711001 :".
catalog isFormatOf "Negotiation theory and practice.".
catalog issued "1993".
catalog issued "1993.".
catalog language "eng".
catalog publisher "Cambridge, Mass. : Program on Negotiation at Harvard Law School,".
catalog relation "Negotiation theory and practice.".
catalog subject "658.4 20".
catalog subject "Conflict management.".
catalog subject "HD58.6 .N465 1993".
catalog subject "Negotiation in business.".
catalog subject "Negotiation.".
catalog tableOfContents "Making deals in strange places : a beginner's guide to international business negotiations / Jeswald W. Salacuse -- Her place at the table : a consideration of gender issues in negotiation / Deborah M. Kolb and Gloria G. Coolidge -- The role of personality in successful negotiating / Roderick W. Gilkey and Leonard Greenhalgh -- Section VII. Follow-up and implementation. Designing an effective dispute resolution system / William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg -- Enhancing the capacity of organizations to deal with disputes / Deborah M. Kolb and Susan S. Silbey -- Post-settlement settlements / Howard Raiffa -- Additional thoughts on post-settlement settlements / Alvin L. Roth -- Post-settlement settlements in two-party negotiations / Max H. Bazerman, Lee E. Russ, and Elaine Yakura -- Renegotiations in international business / Jeswald W. Salacuse -- Section VIII. Multilateral negotiation. Multilateral negotiation : an analytic approach / Saadia Touval -- ".
catalog tableOfContents "Multilateral negotiation and the future of American labor / Charles Heckscher -- The emerging system of international negotiations / Victor A. Kremenyuk -- The art of preparing a multilateral conference / Klaus L. Aurisch -- Section IX. Third party intervention. Mediated negotiation in the public sector / Lawrence Susskind and Connie Ozawa -- Effectiveness of the biased mediator / William P. Smith -- Bias and mediators' ethics / Christopher Honeyman -- The corporate ombudsman : an overview and analysis / Mary P. Rowe.".
catalog tableOfContents "Negotiating power : getting and using influence / Roger Fisher -- Saying you're sorry / Stephen B. Goldberg, Eric D. Green, and Frank E.A. Sander -- Section IV. The negotiations proper. Common elements in the analysis of the negotiation process / I. William Zartman -- Interests : the measure of negotiation / David A. Lax and James K. Sebenius -- Your draft or mine? / Jeswald W. Salacuse -- Ten commandments for a negotiator / Janos Nyerges -- Section V. The negotiation context. Negotiator judgment : a critical look at the rationality assumption / Max H. Bazerman -- The Eastern Airlines saga : grounded by a contest of wills / Robert B. McKersie -- Strategy and self-command / Thomas C. Schelling -- Timing and the initiation of de-escalation moves / Louis Kriesberg -- Section VI. Culture, race, gender, and style. Rethinking the culture-negotiation link / Robert J. Janosik -- Breaking away from subtle biases / J. William Breslin -- ".
catalog tableOfContents "Section I. The nature of conflict and negotiation. Some wise and mistaken assumptions about conflict and negotiation / Jeffrey Z. Rubin -- An interview with Mary Parker Follett / Albie M. Davis -- Strategic choice in negotiation / Dean G. Pruitt --Anatomy of a crisis / William L. Ury and Richard Smoke -- Section II. Organizing your team. We need a larger theory of negotiation : the importance of pre-negotiating phases / Harold H. Saunders -- Negotiating inside out : what are the best ways to relate internal negotiations with external ones? / Roger Fisher -- When should we use agents? Direct vs. representative negotiation / Jeffrey Z. Rubin and Frank E.A. Sander -- Mock pseudo-negotiations with surrogate disputants / Howard Raiffa -- Section III. Getting to the table prepared. The power of alternatives or the limits to negotiation / David A. Lax and James K. Sebenius -- The role of power and principle in getting to YES / William McCarthy -- Beyond YES / Roger Fisher -- ".
catalog title "Negotiation theory and practice / edited by J. William Breslin and Jeffrey Z. Rubin.".
catalog type "text".