The art and science of negotiation
| Autor principal: | |
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| Formato: | Libro |
| Lenguaje: | English |
| Publicado: |
Cambridge, Massachusetts ; London, England :
The Belknap Press de Harvard University Press, ,
©1982
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| Materias: |
Tabla de Contenidos:
- part I. Overview. Some organizing questions
- Research perspectives
- part II. Two parties, one issue. Elmtree House
- Analytical models and empirical results
- Settling out of court
- The role of time
- Acquisitions and mergers
- Third-party intervention
- Advice for negotiators
- part III. Two parties, many issues. AMPO versus City
- Tradeoffs and concessions
- The Panama Canal negotiations
- Risk sharing and insecure contracts
- Camp David negotiations
- Mediation of conflicts
- Arbitration of disputes
- part IV. Many parties, many issues. Coalition analysis
- The law of the sea
- Fair division
- Willingness to pay for a public good
- Environmental conflict resolution
- The mariner space probes
- Voting
- part V. General concerns. Getting people to communicate
- Ethical and moral issues
- Epilogue.