Among first casebooks devoted solely to the study of negotiation, this book is an ideal text for a two, three, or four-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 the 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 ...
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Among first casebooks devoted solely to the study of negotiation, this book is an ideal text for a two, three, or four-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 the 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 Negotiation - The Negotiator - Additional Parties - The Law of NegotiationInstructors who examine Negotiation Theory and Strategy will find that the book offers: - an interdisciplinary approach to the study of negotiation theory drawing on laws, psychology, economics, and sociology - a combination of excerpted readings, narrative text, note material developing points made in the readings, and discussion questions and problems accompanying each chapter - excerpts from leading negotiation scholars including Fisher & Ury, Lax & Sebenius, Schelling, Mnookin, Menkel-Meadow, Riskin, Shell, Craver, and Gilson - comprehensive coverage of the law of negotiation including misrepresentation and rules governing litigation settlement - a clear, approachable writing style that makes generous use of examples and hypotheticals - a thorough Teacher's Manual, with negotiation simulations and other exercises recommended to accompany each chapter of the book
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