Heuristics in Negotiation: Limitations to Effective Dispute Resolution
Negotiating in Organizations
MH Bazerman & RJ Lewicki
The essays collected in this volume study negotiation within and between organizations. They go beyond analyzing the processes of the bargaining table to show negotiation at work in a wider range of joint decisions. Third party interventions, negotiation with the outside environment, and negotiation in specific settings are among the topics covered.
Bazerman, M.H. and Neale, M.A. (1983), Heuristics in negotiation: Limitations to effective dispute resolution, in Negotiating in Organizations, Bazerman, M.H. and Lewicki, R. J. (Eds.), Sage, Beverly Hills, CA.