Problems, Readings, and Materials on the Lawyer as a NegotiatorWest Publishing Company, 1977 - Всего страниц: 484 |
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Стр. 55
... threat ful- fillment ( or perhaps only that he thinks he would ) , the threatener may have to give up the threat as costly and fruitless ; or if one can misrepresent himself as either unable to comprehend a threat , or too obstinate to ...
... threat ful- fillment ( or perhaps only that he thinks he would ) , the threatener may have to give up the threat as costly and fruitless ; or if one can misrepresent himself as either unable to comprehend a threat , or too obstinate to ...
Стр. 59
... threat , unilateral threat , or bilateral threat . How did the subjects perform under each of these conditions ? The results are summarized in Figure 12.5 , which shows the sum of the payoffs to both players on any given trial over a ...
... threat , unilateral threat , or bilateral threat . How did the subjects perform under each of these conditions ? The results are summarized in Figure 12.5 , which shows the sum of the payoffs to both players on any given trial over a ...
Стр. 128
... THREAT By its very nature , negotiation involves a degree of threat . The fact that rewards can be withheld or punishment inflicted by dead- lock constitutes a threat . The central question that confronts the bargainer is not whether ...
... THREAT By its very nature , negotiation involves a degree of threat . The fact that rewards can be withheld or punishment inflicted by dead- lock constitutes a threat . The central question that confronts the bargainer is not whether ...
Содержание
ACKNOWLEDGEMENTS XVII | 1 |
THEORETICAL MODELS OF NEGOTIATION | 7 |
SATISFACTION THEORY | 62 |
Авторские права | |
Не показаны другие разделы: 13
Часто встречающиеся слова и выражения
ABA Canon ABA Opinion accept adjudication adversary adversary process adversary system agenda agree agreement American American Bar Association amount Arusha behavior Casebook chicanos claim claimant client collective bargaining commitment committee communication concession conduct consider contract counsel court culture defense attorney demand discussion dispute dispute-negotiation duty effect employer ethical example expected fact factors faith feel game theory gotiation injury insurance company interest involved Japanese Japanese Americans judge jury labor negotiations lawsuit lawyer legal negotiation liability litigation matter ment Mexican Americans negotiation process nonverbal nonverbal communication norms offer opponent opponent's outcome parties payoff person plaintiff plaintiff's attorney plea bargaining position possible practice principle Prisoner's Dilemma problem professional proposal question reason refusal relations relationship represent response role rules settle settlement situation social stereotypes strategy strike suggest supra note tactics technique threat tion trial union verdict