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  

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; Tilburg Law School Department of Private Law and TISCO; Catholic University of Portugal (UCP) - Católica Global School of Law; Greenille by Laga

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?

Notes: 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)

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

Oude Markt 13
Leuven, Vlaams-Brabant 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

Greenille by Laga ( email )

Boulevard de la Woluwe 2
1150 Brussels
Belgium
003227380650 (Phone)
003227380660 (Fax)

HOME PAGE: http://www.greenille.eu

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