Negotiation: Theory and Practice

Negotiation: Theory and Practice

Negotiation: Theory and Practice

By Alvin L. Goldman, Jacques Rojot
Publish Date
Product Line
Kluwer Law International
Available formats


This course book is designed for upper-level undergraduate, graduate, and professional students. Most books on negotiation target either a non-academic audience or teachers in a specific discipline. This book targets an academic audience without focusing on a specific discipline. Its sound decisional models and analytical scrutiny combine with a broad cross-disciplinary perspective to give its readers a full understanding of the bargaining process.


  • Cross-disciplinary approach rather than narrow focus
  • Reliable and verifiable models for successful and constructive negotiation
  • Expert analytical commentary


  • Cross-disciplinary approach permits user to expand perspective to fit 'real-world' situations
  • Application and use of decisional models can permit examination of soundness of approach to particular situations
  • Commentary permits user to expand and reshape models to take in all pertinent factors

    Audience: Law schools and Business schools.

  • ISBN: 9789041188960
    SKU: 9041188967
    ETA: Available: Item ships in 3-5 Business Days