Negotiation Basics: Structure and Process

David Cremer and Madan M. Pillutla
Additional contact information
David Cremer: China Europe International Business School (CEIBS)
Madan M. Pillutla: London Business School (LBS)

Chapter Chapter 2 in Making Negotiations Predictable, 2012, pp 13-39 from Palgrave Macmillan

Abstract: Abstract In this chapter we will introduce basic structural and procedural elements of all negotiations. It is important to have a sound grasp of these elements because the single biggest determinant of negotiator success is how well prepared you are for a negotiation. The ideas introduced in this chapter will enable you to plan properly for the negotiation.

Keywords: Bottom Line; Negotiation Process; Opposing Party; Negotiate Agreement; Cooperative Attitude (search for similar items in EconPapers)
Date: 2012
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-02479-4_2

Ordering information: This item can be ordered from
http://www.palgrave.com/9781137024794

DOI: 10.1057/9781137024794_2

Access Statistics for this chapter

More chapters in Palgrave Macmillan Books from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().