Theory and Strategy of Negotiation (Case Study Tutorial Series)

Author: Korobkin
Publisher:
Publish Date: 2003-07-01
Features: Joining the World Trade Organization marks the entry of China's economic development into a new era—an era of internationalized business. The flow of talent in business and law will become globalized, talent evaluation standards will be internationalized, and education must keep pace with global development. The commercial society has long been depicted by Marx as a complex and intricate machine, with law being the mechanism that maintains its operation. Law is not merely about the principles of morality and justice, nor is it solely the fair doctrines of theory and rhetoric, but also a highly operational, precise, and specific professional technology. The author of this book is a renowned law professor at the University of California, Los Angeles, specializing in negotiation theory and strategy. Negotiation is an integral part of the daily work of lawyers. This book, compiled from the author's years of teaching experience and research achievements, stands out with its unique features compared to similar books. The author conducts in-depth research on negotiation theory from perspectives such as economics, psychology, and sociology. Building on the analysis of negotiation structures, the book further discusses specific strategies and techniques, providing a detailed dissection of core negotiation concepts. Each chapter consists of narrative text, excerpts from classic books and articles, and annotations. The "Discussion Questions and Challenges" section greatly helps readers improve their ability to analyze problems and apply knowledge.