Onderhandelen Van Contracten (Negotiating Contracts)
Alain Laurent P. G. Verbeke
University of Leuven, Faculty of Law, Department of Private Law; Harvard Law School; University of Leuven, Faculty of Psychology; Tilburg Law School Department of Private Law and TISCO; Catholic University of Portugal (UCP) - Católica Global School of Law; Greenille (Attorneys, Notaries and Tax Advisors; Brussels, Antwerp, Amsterdam, Rotterdam)
April 30, 2011
KNELPUNTEN ONDERHANDELEN EN BEMIDDELEN VAN CONTRACTEN, KNELPUNTEN CONTRACTEN, KNELPUNTEN CONTRACTENRECHT, No. 8, pp. 1-32, Alain-Laurent Verbeke, ed., Antwerpen-Cambridge, Intersentia, 2011
In this article I explain some basic concepts of problem solving negotiation as opposed to positional bargaining. The three tensions (R.H. Mnookin); how to prepare for a; three parallel processes in a negotiation (the Negotiation Loop); how and when to make a first offer?
Note: Downloadable document is in Dutch.
Number of Pages in PDF File: 32
Keywords: contract, negotiation, first offer, three tensions, negotiation loop, empathy loop
JEL Classification: K12Accepted Paper Series
Date posted: November 30, 2011
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