Abstract

http://ssrn.com/abstract=1966403
 


 



Onderhandelen Van Contracten (Negotiating Contracts)


Alain Laurent P. G. Verbeke


University of Leuven, Director Rector Roger Dillemans Family Property Law Institute, Codirector Institute for Contract Law, Codirector Leuven Center for Notary Law; Harvard Law School; University of Leuven, Faculty of Psychology; Antwerp Management School; Tilburg Law School Department of Private Law and TISCO; Catholic University of Portugal (UCP) - Católica Global School of Law; Greenille Attorneys

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

Abstract:     
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: K12

Accepted Paper Series


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Date posted: November 30, 2011  

Suggested Citation

Verbeke, Alain Laurent P. G., Onderhandelen Van Contracten (Negotiating Contracts) (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. Available at SSRN: http://ssrn.com/abstract=1966403

Contact Information

Alain Laurent P. G. Verbeke (Contact Author)
University of Leuven, Director Rector Roger Dillemans Family Property Law Institute, Codirector Institute for Contract Law, Codirector Leuven Center for Notary Law ( email )
Tiensestraat 41
Leuven, 3000
Belgium
003216325203 (Phone)
003216325296 (Fax)
HOME PAGE: http://www.law.kuleuven.be/fvr
Harvard Law School ( email )
Cambridge, MA
United States
HOME PAGE: http://www.pon.harvard.edu/
University of Leuven, Faculty of Psychology
Van Evenstraat 2B
B-3000 Leuven, Vlaams-Brabant 3000
Belgium
HOME PAGE: http://ppw.kuleuven.be/english/wopp/leuven-center-for-collaborative-management
Antwerp Management School ( email )
Het Brantijser
Sint-Jacobsmarkt 9-13
Antwerp, 2000
Belgium
Tilburg Law School Department of Private Law and TISCO ( email )
Tilburg, 5000 LE
Netherlands
HOME PAGE: http://www.tilburguniversity.edu/research/institutes-and-research-groups/tisco/
Catholic University of Portugal (UCP) - Católica Global School of Law
Lisboa
Portugal
HOME PAGE: http://www.fd.lisboa.ucp.pt/site/custom/template/ucptplfac.asp?sspageID=3293&lang=2
Greenille Attorneys ( email )
Boulevard de la Woluwe 2
1150 Brussels
Belgium
003227380650 (Phone)
003227380660 (Fax)
HOME PAGE: http://www.greenille.eu
Feedback to SSRN


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