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The Negotiation process : theories and applications

Author: I William Zartman
Publisher: Beverly Hills, Calif. : Sage Publications, ©1978.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

Addresses both the theory and practice of negotiation. Part One is devoted to current models and theories of negotiating behaviour, relating the views of leading experts in the field; Part Two  Read more...

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Additional Physical Format: Online version:
Negotiation process.
Beverly Hills, Calif. : Sage Publications, ©1978
(OCoLC)644110721
Document Type: Book
All Authors / Contributors: I William Zartman
ISBN: 0803911416 9780803911413 0803910347 9780803910348
OCLC Number: 4570302
Description: 240 pages : illustrations ; 22 cm
Contents: Simple model of negotiation : a sociological point of view / Otomar J. Bartos --
Negotiation as a learning process / John G. Cross --
Negotiation as a psychological process / Bertram I. Spector --
Negotiation as a joint decision-making process / I. William Zartman --
Boundary role conflict : negotiation as dual responsiveness / Daniel Druckman --
A game-theoretic analysis of the Vietnam negotiations : preferences and strategies 1968-1973 / Frank C. Zagare --
Tactical advantages of opening positioning strategies : lessons from the seabed arms control talks 1967-1970 / Bennett Ramberg --
An application of a Richardson process model : Soviet-American interactions in the test ban negotiations 1962-1963 / P. Terrence Hopmann and Theresa C. Smith --
Argumentation in foreign policy settings : Britain in 1918, Munich in 1938, and Japan in 1970 / Robert Axelrod --
Bargaining as trial and error : the case of the Spanish base negotiations 1963-1970 / Brian H. Tracy.
Responsibility: editor, I. William Zartman.
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