From Publishers Weekly
How can both sides in a dispute avoid the heavy costs of a protracted struggle likely to produce a mutually unsatisfying outcome? The trick, according to the participants in this multidisciplinary symposium, lies in overcoming barriers such as overconfidence, "hardball" bargaining tactics, reluctance to swap concessions, concealing one's true interests and unwarranted inferences about the other party. An outgrowth of a conference held in 1991 at Stanford University (where Arrow directs Stanford's Center on Conflict and Negotiation), this collection of scholarly papers uses examples from labor-management disputes, business deals, arms-control negotiations, environmental treaties and legislative debates, buttressed by game theory, cognitive psychology, economics and behavioral decision theory. One essay looks at how lawyers exacerbate their clients' conflicts and suggests potential areas of cooperation. Another article explores the role of third-party mediators in resolving disputes. Negotiators, policy makers and professionals in many fields will find here useful strategies and insights.
Copyright 1995 Reed Business Information, Inc.
About the Author
Kenneth J. Arrow, Nobel Laureate and past President of the American Economic Association, is Professor of Economics at Stanford University and editor of this volume.
Robert H. Mnookin is Williston Professor of Law at Harvard Law School and Director of the Harvard Negotiation Research Project.
Lee Ross is a professor of psychology at Stanford University and co-founder of the Stanford Center on Conflict and Negotiations. He is the author of "The Wisest One in the Room", " The Person and the Situation", and "Human Inference."
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