skip to content
Negotiation theory and practice Preview this item
ClosePreview this item
Checking...

Negotiation theory and practice

Author: J William Breslin; Jeffrey Z Rubin; Program on Negotiation at Harvard Law School.
Publisher: Cambridge, Mass. : Program on Negotiation at Harvard Law School, ©1999.
Edition/Format:   Print book : EnglishView all editions and formats
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Document Type: Book
All Authors / Contributors: J William Breslin; Jeffrey Z Rubin; Program on Negotiation at Harvard Law School.
ISBN: 1880711001 9781880711002
OCLC Number: 51036866
Description: xv, 458 pages ; 23 cm
Contents: 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 --
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 --
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 --
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.
Responsibility: edited by J. William Breslin and Jeffrey Z. Rubin.

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.

Similar Items

Related Subjects:(3)

User lists with this item (1)

Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/51036866> # Negotiation theory and practice
    a schema:Book, schema:CreativeWork ;
   library:oclcnum "51036866" ;
   library:placeOfPublication <http://id.loc.gov/vocabulary/countries/mau> ;
   library:placeOfPublication <http://experiment.worldcat.org/entity/work/data/504988087#Place/cambridge_mass> ; # Cambridge, Mass.
   schema:about <http://id.worldcat.org/fast/874778> ; # Conflict management
   schema:about <http://id.worldcat.org/fast/1035551> ; # Negotiation
   schema:about <http://dewey.info/class/658.4/e21/> ;
   schema:about <http://id.worldcat.org/fast/1035573> ; # Negotiation in business
   schema:bookFormat bgn:PrintBook ;
   schema:contributor <http://viaf.org/viaf/117367473> ; # John William Breslin
   schema:contributor <http://viaf.org/viaf/138419911> ; # Program on Negotiation at Harvard Law School.
   schema:contributor <http://viaf.org/viaf/73936447> ; # Jeffrey Z. Rubin
   schema:copyrightYear "1999" ;
   schema:datePublished "1999" ;
   schema: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 -- 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 -- 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 -- 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."@en ;
   schema:exampleOfWork <http://worldcat.org/entity/work/id/504988087> ;
   schema:inLanguage "en" ;
   schema:name "Negotiation theory and practice"@en ;
   schema:productID "51036866" ;
   schema:publication <http://www.worldcat.org/title/-/oclc/51036866#PublicationEvent/cambridge_mass_program_on_negotiation_at_harvard_law_school_1999> ;
   schema:publisher <http://experiment.worldcat.org/entity/work/data/504988087#Agent/program_on_negotiation_at_harvard_law_school> ; # Program on Negotiation at Harvard Law School
   schema:workExample <http://worldcat.org/isbn/9781880711002> ;
   wdrs:describedby <http://www.worldcat.org/title/-/oclc/51036866> ;
    .


Related Entities

<http://experiment.worldcat.org/entity/work/data/504988087#Agent/program_on_negotiation_at_harvard_law_school> # Program on Negotiation at Harvard Law School
    a bgn:Agent ;
   schema:name "Program on Negotiation at Harvard Law School" ;
    .

<http://experiment.worldcat.org/entity/work/data/504988087#Place/cambridge_mass> # Cambridge, Mass.
    a schema:Place ;
   schema:name "Cambridge, Mass." ;
    .

<http://id.worldcat.org/fast/1035551> # Negotiation
    a schema:Intangible ;
   schema:name "Negotiation"@en ;
    .

<http://id.worldcat.org/fast/1035573> # Negotiation in business
    a schema:Intangible ;
   schema:name "Negotiation in business"@en ;
    .

<http://id.worldcat.org/fast/874778> # Conflict management
    a schema:Intangible ;
   schema:name "Conflict management"@en ;
    .

<http://viaf.org/viaf/117367473> # John William Breslin
    a schema:Person ;
   schema:birthDate "1948" ;
   schema:familyName "Breslin" ;
   schema:givenName "John William" ;
   schema:givenName "J. William" ;
   schema:name "John William Breslin" ;
    .

<http://viaf.org/viaf/138419911> # Program on Negotiation at Harvard Law School.
    a schema:Organization ;
   schema:name "Program on Negotiation at Harvard Law School." ;
    .

<http://viaf.org/viaf/73936447> # Jeffrey Z. Rubin
    a schema:Person ;
   schema:familyName "Rubin" ;
   schema:givenName "Jeffrey Z." ;
   schema:name "Jeffrey Z. Rubin" ;
    .

<http://worldcat.org/isbn/9781880711002>
    a schema:ProductModel ;
   schema:isbn "1880711001" ;
   schema:isbn "9781880711002" ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.