Moving up: Positional bargaining revisited
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Authors
Ebner, Noam
Efron, Yael
Issue Date
2009
Volume
Issue
Type
Book, Section
Language
Keywords
Alternative Title
Abstract
Somewhere along the way toward widespread of interest-based concepts, Ebner and Efron argue, the teaching of negotiation has lost something -- a tough-minded focus on what to do when the pie can't be enlarged, the competing interests of the parties are intense, and the bargaining zone is small. If we are going to teach our negotiators to succeed in real life, they contend, we are going to have to teach them to bargain. The authors offer a fully worked-out exercise to do just that.
Description
Citation
Noam Ebner & Yael Efron, Moving Up: Positional Bargaining Revisited, in Rethinking Negotiation Teaching: Innovations for Context and Culture 251 (Christopher Honeyman, James Coben & Giuseppe De Palo eds., 2009), reprinted in Gaining Ground in Difficult Negotiations 51 (Manon Schonewille & Felix Merks eds., 2010).
Publisher
DRI Press