Negotiating to avoid agreement

Negotiation Journal

Volumn 14, Issue 3, 1998, Pages 257-268

  Wallihan, James ^a,b  

^a INDIANA UNIVERSITY   (United States)

^b INDIANA UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032337002     PISSN: 07484526     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.1571-9979.1998.tb00164.x     Document Type: Article

References (16)

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3. Iklé, F.C. 1964. How nations negotiate. New York: Harper and Row.
4. Lax, D.A., and J.K. Sebenius. 1986. The manager as negotiator: Bargaining for cooperation and cmpetitive gain. New York: Free Press.
5. Lebow, R.N. 1996. The art of bargaining. Baltimore: The Johns Hopkins University Press.
6. Lukov, V. 1985. International negotiations of the 1980s: Features, problems, prospects. Negotiation Journal 1(2): 139-148.
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9. Rubin, J.Z., D.G. Pruitt, and S.H. Kim. 1994. Social conflict: Escalation, stalemate, and settlement. 2nd ed. New York: McGraw-Hill.
10. Rubin, J.Z., and D.R. Brown. 1975. The social psychology of bargaining and negotiation. New York: Academic Press.
11. Rubin, J.Z. 1991. Some wise and mistaken assumptions about conflict and negotiation. In Negotiation theory and practice, edited by J.W. Breslin and J.Z. Rubin. Cambridge, Mass.: PON Books (The Program on Negotiation at Harvard Law School).
12. Saunders, H.H. 1985. We need a larger theory of negotiation: The importance of pre-negotiating phases. Negotiation Journal 1(3): 249-262.
13. Weiner, T., and J. Risen. 1988. Policy makers, diplomats, intelligence officers all missed India's intentions. New York Times 25 May 1998.
14. Weingart, L.R., L.L. Thompson, M.H. Bazerman, and J.S. Carroll. 1990. Tactical behavior and negotiation outcomes. International Journal of Conflict Management 1: 7-31.
15. Zartman, I.W. 1988. Common elements in the analysis of the negotiation process. Negotiation Journal 4(1): 31-43.
16. _. ed. 1994. International multilateral negotiations. San Francisco: Jossey-Bass.