Heuristics in Negotiation: Limitations to Effective Dispute Resolution

Authors

Max H. Bazerman
M. A. Neale

Document Type

Book Chapter

Publication Date

1983

Journal/Book Title/Conference

Negotiating in Organizations

Publisher

Sage Publications

Editor

MH Bazerman & RJ Lewicki

Abstract

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.

Comments

Originally published by SAGE Publications. Book available for purchase through remote link. Chapter fulltext not available online.

Recommended Citation

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.