Negotiation Theory and Strategy

This book is an ideal text for a 2,3, or 4-unit Negotiation course or clinic or for an ADR course with a substantial negotiation component. This concise, interdisciplinary work draws on the social sciences as well as cutting-edge legal scholarship and traditional legal sources to create an analytical framework for understanding and applying negotiation strategy.After a stage-setting introduction, the book progresses through units on:The Structure of NegotiationThe NegotiatorAdditional PartiesThe Law of NegotiationExamine Negotiation Theory and Practice, you will find the book offers:an interdisciplinary approach to the study of negotiation theory drawing on law, psychology, economics, and sociologya combination of excerpted readings, narrative text, note material elaborating on and developing points made in the readings, and discussion questions and problems accompanying each chapterexcerpts from leading negotiation scholars including Fisher & Ury, Lax & Sebenius, Schelling, Mnookin, Menkel-Meadow, Riskin, Shell, Craver, and Gilsoncomprehensive coverage of the law of negotiation including misrepresentation and rules governing litigation settlementa clear, approachable writing style that makes generous use of examples and hypotheticalsKorobkin, Russell is the author of 'Negotiation Theory and Strategy' with ISBN 9780735527706 and ISBN 0735527709.