Abstract
A large number of books have been written about negotiation. They fall mostly within two categories: theoretical treatises, and ‘how to’ books containing recipes and tactics for training negotiators.
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Notes and References
I. W. Zartman (ed.), The 50% Solution (New York: Anchor Books, 1976) pp. 20–32.
A 1975 American study has already identified more than a thousand articles and books devoted to the subject, apparently in English only; the bibliography has grown limitlessly since. See J. Z. Rubin and B. R. Brown, The Social Psychology of Bargaining (New York: Academic Press, 1975).
Some other contributions of particular interest to the present book are not listed immediately below and will be discussed later in more detail. Some others are briefly reviewed or discussed in J. Rojot, International Collective Bargaining (Deventer (The Netherlands): Kluwer, 1976) from the standpoint of international industrial relations.
For instance, F. Y. Edgeworth, Mathematical Physics (London: Kegan Paul, 1881)
A. C. Pigou, Principles and Methods of Industrial Peace (London: Macmillan, 1905)
F. Zeuthen, Problems of Monopoly and Economic Welfare (London: Routledge and Sons, 1930)
J. R. Hicks, The Theory of Wages, 2nd edn (New York: St. Martin’s Press, 1963)
J. Pen, ‘A General Theory of Bargaining’, American Economic Review, no. 42, 1952, pp. 24–42 and The Wage Rate under Collective Bargaining (Cambridge: Harvard University Press, 1959)
A. Coddington, Theories of the Bargaining Process (Chicago: Aldine, 1968)
J. G. Cross, The Economics of Bargaining (New York: Basic Books, 1969).
For instance, J. F. Nash, ‘The Bargaining Problem’, Econometrica, vol. 18, 1950
J. C. Harsanyi, ‘Approaches to the Bargaining Problem, before and after the Theory of Games’, a critical discussion of Zeu-then’s, Hicks’s and Nash’s theories, Econometrica, vol. 24, 1956, pp. 144–57
L. S. Shapley, ‘A Value for a N-person Game’, in Kuhn and Tucker (eds). Contribution to the Theory of Games, vol. II (Princeton University Press, 1953), pp. 303–17; H. Raiffa, ‘Arbitration Schemes for Generalized Two-Person Games’, ibid., pp. 361–87; O. J. Bartos, Process and Outcomes of Negotiations (New York: Columbia University Press, 1974)
O. R. Young (ed.), Bargaining, Formal Theories of Negotiation (Urbana: University of Illinois Press, 1975).
We shall later draw in detail on and make extensive use of the contributions of works in that area of research; they are not therefore listed here and they will be quoted when they are discussed.
H. Raiffa, The Art and Science of Negotiation (Cambridge, Mass.: Harvard University Press, 1982).
D. G. Pruitt, Negotiating behavior (New York: Academic Press, 1981) p. 10.
J. E. McGrath and J. W. Julian, interaction process and task outcomes in experimentally created negotiation groups’, Journal of Psychological Studies, no. 14, 1963, p. 119.
Rubin and Brown, The Social Psychology of Bargaining, p. 296.
I. Morley and G. Stephenson, The Social Psychology of Bargaining (London: Allen and Unwin, 1977) p. 121.
The Social Psychology of Bargaining, p. 297.
The 50% Solution, p. 32.
Rubin and Brown, The Social Psychology of Bargaining’, J. M. Mageneau and D. G. Pruitt, ‘The Social Psychology of Bargaining: A theoretical synthesis’ in G. M. Stephenson and C. J. Brotherton, Industrial Relations: A Social Psychological Approach (New York: Wiley, 1979)
D. Druckman (ed.). Negotiations, Social Psychological Perspectives (Beverley Hills: Sage Publications, 1977).
C. M. Stevens, Strategy and Collective Bargaining Negotiations (New York: MacGraw Hill, 1963).
A. Strauss, Negotiations, Varieties, Contexts, Processes and Social Order (San Francisco: Jossey-Bass, 1979).
S. B. Bacharach and E. J. Lawler, Bargaining (San Francisco: Jossey-Bass, 1982) p. 41.
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© 1991 Jacques Rojot
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Rojot, J. (1991). Introduction. In: Negotiation: From Theory to Practice. Palgrave Macmillan, London. https://doi.org/10.1007/978-1-349-11445-0_1
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