Research Catalog

Negotiation theory and practice / edited by J. William Breslin and Jeffery Z. Rubin.

Title: Negotiation theory and practice / edited by J. William Breslin and Jeffery Z. Rubin.
Author: Breslin, J. William (John William), 1948-
Publication: Cambridge, MA : Program on Negotiation at Harvard Law School, 1991.

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Status	Format	Access	Call Number	Item Location
Request for On-site Use Request Scan How do I pick up this item and when will it be ready?	Text	Request in advance	HD58.6 .N465 1991x	Off-site
Request for On-site Use Request Scan How do I pick up this item and when will it be ready?	Text	Request in advance	HD58.6 .N465 1991x	Off-site

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Additional Authors

Description

xv, 458 pages; 23 cm

Summary

"The past several years have witnessed a dramatic increase in the study and practice of negotiation. Through our association with Negotiation Journal and the Program on Negotiation at Harvard Law School, we have been privileged to witness, and be part of, this growth process. The collection of edited articles presented here, though by no means exhaustive, reflects the increasing interest in the field and, we hope, serves as a useful 'source book' on critical issues in contemporary negotiation scholarship and practice."--Preface

Subject

Bibliography (note)

Includes bibliographical references and index.

Processing Action (note)

committed to retain

Contents

Section I. The nature of conflict and negotiation -- Section II. Organizing your team -- Section III. Getting to the table prepared -- Section IV. The negotiations proper -- Section V. The negotiation context -- Section VI. Culture, race, gender, and style -- Section VII. Follow-up and implementation -- Section VIII. Multilateral negotiation -- Section IX. Third party intervention.

ISBN

1880711001
9781880711002

OCLC

25061969
SCSB-10185204

Owning Institutions

Harvard Library