Overview

This study looks at the context in which bargaining takes place, the nature of bargaining, and why people choose to bargain. It reveals three distinct approaches to the process of bargaining: co-ordination (mutual accommodation of each parties' interests); punishment (the use of threats to influence agreement); and reward (making agreements seem more attractive through incentives). Examples from everyday negotiation are used to analyze strategies and goals of bargaining opponents and overcome obstacles at the negotiating table.

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9780801851988

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This book constitutes the text for an introductory course on bargaining... While many of the examples are taken from international relations, the book, with its clearly written rules and logical order, is of general interest to anyone seeking to analyze a bargaining situation. * Foreign Affairs *

This is a sophisticated, powerful book with useful ideas. The examples are entertaining in their own right and bring the book to life. Lebow's close contact with the international examples should intrigue and interest many readers looking for the inside line on well-known international events. --Peter Carnevale, University of Illinois, Urbana-Champaign This book constitutes the text for an introductory course on bargaining... While many of the examples are taken from international relations, the book, with its clearly written rules and logical order, is of general interest to anyone seeking to analyze a bargaining situation. --'Foreign Affairs'

This book constitutes the text for an introductory course on bargaining... While many of the examples are taken from international relations, the book, with its clearly written rules and logical order, is of general interest to anyone seeking to analyze a bargaining situation. Foreign Affairs

Author Information

Richard Ned Lebow is the director of the Program in International Relations at the University of Pittsburgh's Graduate School of Public and International Affairs.

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