Abstract

  


 



Onderhandelen Van Contracten (Negotiating Contracts)


Alain-Laurent 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; University of Brussels (VUB/ULB) ; 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

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, Faculty of Law, Department of Private 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, 3000
Belgium
HOME PAGE: http://ppw.kuleuven.be/english/wopp/leuven-center-for-collaborative-management
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
University of Brussels (VUB/ULB)
Laarbeeklaan 103
Brussels, Brabant 1090
Belgium
HOME PAGE: http://www.vub.ac.be/iPAVUB/Postgraduaten/pg_estate.html
Greenille (Attorneys, Notaries and Tax Advisors; Brussels, Antwerp, Amsterdam, Rotterdam) ( email )
Boulevard de la Woluwe 2
1150 Brussels
Belgium
003227380650 (Phone)
003227380660 (Fax)
HOME PAGE: http://www.greenille.eu
Feedback to SSRN (Beta)


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