The Negotiation Sourcebook

accept agree American analysis banker bargaining behavior buyer CBS Records cerned commitment communication competitive concessions conflict conjoint analysis contract cooperative cost Cronbach's alpha deal decision depends develop discussion dyads effective Eiji Toyoda employee example executive expected favorable feel firm Getting to YES goals high time pressure important influence integrative interaction interests involved Iran issues Japanese joint venture Journal lease loan low time pressure mediator ment microcomputer negotiating power negotiation process negotiator's objectives offer opponent outcome parties perceived person position possible POWERCO preferences problem solving production proposal Pruitt reach agreement relationship result Roger Fisher role says seller settlement side situation Social Psychology solution Sony Soviet Union stakeholders stance Steinberg strategy tactics talks tiators tion Tisch tive tough Toyota trust union variables Walter Yetnikoff Yetnikoff