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Max H. Bazerman
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Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2017) 33 (4): 309–315.
Published: 18 October 2017
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2017) 33 (4): n/a.
Published: 18 October 2017
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2015) 31 (4): 353–354.
Published: 23 October 2015
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2015) 31 (4): 363–364.
Published: 23 October 2015
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2009) 25 (4): 467–480.
Published: 14 October 2009
Abstract
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Over the past quarter century, the decision‐analytic approach to negotiation has seen the development of a better dialogue between the descriptive and the prescriptive and has also attracted the interest of both academics and practitioners. Researchers have built upon the work in behavioral decision theory, examining the ways in which negotiators may deviate from rationality. The 1990s brought a renewed interest in social factors, as work on social relationships, egocentrism, attribution and construal processes, and motivated illusions was incorporated into our understanding of negotiations. Several promising areas of research have emerged in recent years, drawing from other disciplines and informing the field of negotiations, including work on the influence of ethics, emotions, intuition, and training.
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2008) 24 (1): 113–117.
Published: 30 January 2008
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1998) 14 (2): 149–159.
Published: 01 April 1998
Abstract
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Pre‐settlement settlement, or PreSS, is a negotiation technique that precedes and potentially facilitates a final settlement. A PreSS is distinguished by three characteristics. It is: formal (being a binding agreement), initial (being the first step of a longer process), and partial (covering only a subset of issues). PreSS provides a conceptual umbrella for several existing concepts in the negotiation literature. The what, when, and why of PreSS are delineated and examples of pre‐settlement settlement are provided.
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1997) 13 (3): 271–282.
Published: 01 July 1997
Abstract
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“Parasitic integration” involves agreements that are Pareto‐superior for two or more of the negotiating parties, while being inferior for one or more of the remaining negotiating parties. The contrast between parasitic integration and integrative bargaining is highlighted. A taxonomy and examples of parasitic integration are provided, as well as linkages to specific areas in the negotiation literature.
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1996) 12 (1): 69–80.
Published: 01 January 1996
Abstract
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The authors argue that much of the conventional wisdom about mediation is based on the concept of neutrality—a concept difficult to operationalize. They replace this approach with the goal of providing Symmetric Prescriptive Advice (SPA). SPA is based on Raiffa's decision theoretic approach to negotiation and mediation, coupled with an analysis of common cognitive errors that occur in mediation. SPA requires mediators to: (1) only push for agreements when a positive bargaining zone exists; (2) search for fully efficient agreements; and (3) help the parties think through the issue of fairness.
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1988) 4 (3): 303–317.
Published: 01 July 1988
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (1987) 3 (3): 283–292.
Published: 01 July 1987