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Negotiations.

The ALI-ABA (Philadelphia, PA) has published "The Science of Settlement," a 200-page softbound book that attempts to explain the psychological and economic principles that effect negotiations. It offers information on tactics and techniques for improving negotiation practice as well as coverage of avoiding potential conflicts. Chapters 1-4 explain the impact that biases, illusions and other human predilections have on each stage of a negotiation process, including case evaluation, bargaining, offers, and agreements. Chapter 3 covers how mental errors derail agreements and settlements, while Chapter 4 covers increasing the overall value of a deal without impairing the gains of either party. Chapter 5 explains how mediators can help participants reframe their stance and Chapter 6 argues that negotiation best practices must inevitably be destabilized by gaming, requiring never-ending cycles of reform. It costs $49.
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Title Annotation:Books and Reports ...
Publication:Legal Publisher
Date:Sep 1, 2008
Words:133
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