Negotiation

NEGOTIATION: THEORY AND PRACTICE is a multi-disciplinary book that bridges theory and practice based on the authors'' strong belief in the saying that "there is nothing as practical as a good theory". The book takes special guidance from the fields of social psychology, decision theory, communication, economics, psychiatry, law and management. Although this book borrows concepts from each of these fields, its multi-disciplinary perspective provides a coordinated perspective that is seasoned by the lessons of practical experience.

Based on the authors'' decades of teaching law and business students and practitioners to improve their bargaining skills, NEGOTIATION: THEORY AND PRACTICE maintains a realistic perspective concerning the limits of the process as a method of conflict resolution and the limits to which studied analysis can provide tools for mastering the techniques of bargaining conduct.

In this work Professors Goldman and Rojot merge not only their separate earlier books and articles with the latest scholarship in the field, as a reflection of the differences in their own cultural backgrounds (American and French), they also give special attention to problems encountered in cross-cultural bargaining.