Research Catalog

The art of bargaining

Title
The art of bargaining / Richard Ned Lebow.
Author
Lebow, Richard Ned.
Publication
Baltimore : Johns Hopkins University Press, 1996.

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Description
xiv, 193 pages : illustrations; 24 cm
Summary
  • In The Art of Bargaining, Richard Ned Lebow draws on his years of experience with the United States government, NATO, and numerous European and American businesses to explain the principles of negotiation - from buying a car to planning business mergers to signing an international treaty.
  • Unlike studies that examine only what is said and done at the negotiation table, The Art of Bargaining looks at the context in which negotiation takes place - and shows why some of the most critical decisions about bargaining are made even before the parties sit down to talk.
  • Lebow begins with a discussion of the nature of bargaining and why people choose to bargain. Because bargaining is a strategy, it is imperative to consider the end goal before deciding on the means for achieving it. Lebow explores the relationship between bargaining and its goals and compares the bargaining process with some other strategies - such as coercion or threats - that can achieve similar goals.
  • An in-depth study of the decision to negotiate reveals that there are three distinct approaches to the process: coordination (mutual accommodation of both parties' interests); punishment (the use of threats to influence agreement); and reward (making agreements seem more attractive through incentives). Lebow explains how all three approaches can be used effectively once the context of the negotiation has been properly analyzed.
Subject
Negotiation
Bibliography (note)
  • Includes bibliographical references (p. 187-189) and index.
Contents
1. What Is Bargaining? -- 2. Why Bargain? -- 3. Is Bargaining Feasible? -- 4. From Theory to Practice -- 5. How to Choose a Strategy -- 6. The Strategy of Coordination -- 7. The Strategy of Rewards -- 8. The Strategy of Punishment -- 9. How to Gain Leverage -- 10. Ratification -- 11. Implementation -- 12. Misperceptions and Misjudgments -- 13. Setting Things Straight.
ISBN
080185198X (hard : alk. paper)
LCCN
95031502
OCLC
ocm32819588
Owning Institutions
Columbia University Libraries