The Art of Bargaining

The Art of Bargaining

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In The Art of Bargaining, Richard Ned Lebow draws on his years of experience with the United States government, NATO, and numerous European and American businesses to explain the principles of negotiation - from buying a car to planning business mergers to signing an international treaty. Unlike studies that examine only what is said and done at the negotiation table, The Art of Bargaining looks at the context in which negotiation takes place - and shows why some of the most critical decisions about bargaining are made even before the parties sit down to talk. Lebow begins with a discussion of the nature of bargaining and why people choose to bargain. Because bargaining is a strategy, it is imperative to consider the end goal before deciding on the means for achieving it. Lebow explores the relationship between bargaining and its goals and compares the bargaining process with some other strategies - such as coercion or threats - that can achieve similar goals. An in-depth study of the decision to negotiate reveals that there are three distinct approaches to the process: coordination (mutual accommodation of both parties' interests); punishment (the use of threats to influence agreement); and reward (making agreements seem more attractive through incentives). Lebow explains how all three approaches can be used effectively once the context of the negotiation has been properly analyzed.We had two aging cars but inadequate resources to replace either without drawing on money put aside for college tuition. Our 1984 Honda Accord had a rusted frame and strained to maintain its speed on the slightest upgrade; our boys had nicknamed it aquot;The Little Engine that Could. ... We had both cars inspected and serviced regularly, put a new clutch in the Accord and new brakes in the Civic, and renewed our AAA membership to ensure emergency road service. On the few longanbsp;...

Title:The Art of Bargaining
Author:Richard Ned Lebow
Publisher:JHU Press - 1996-02-01


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