Onderhandelen Van Contracten (Negotiating Contracts)

KNELPUNTEN ONDERHANDELEN EN BEMIDDELEN VAN CONTRACTEN, KNELPUNTEN CONTRACTEN, KNELPUNTEN CONTRACTENRECHT, No. 8, pp. 1-32, Alain-Laurent Verbeke, ed., Antwerpen-Cambridge, Intersentia, 2011

32 Pages Posted: 30 Nov 2011

See all articles by Alain Laurent Verbeke

Alain Laurent Verbeke

KU Leuven - Faculty of Law; Harvard Law School; KU Leuven - Faculty of Psychology; Tilburg Law School; Catholic University of Portugal (UCP) - Católica Global School of Law; Greenille Private Client Team @ Deloitte Legal - Lawyers

Date Written: April 30, 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.

Keywords: contract, negotiation, first offer, three tensions, negotiation loop, empathy loop

JEL Classification: K12

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: https://ssrn.com/abstract=1966403

Alain Laurent P. G. Verbeke (Contact Author)

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