영문목차

Preface=xix

Acknowledgments=xxiii

PART I. INTRODUCTION=1

Chapter 1. Toward a Conceptual Approach to Negotiation=5

A. The Steps of Negotiation : An Overview=5

1. Preparation=6

2. Information Exchange=8

3. Agreement Proposals=10

4. Resolution=11

B. Conceptual Models of Negotiation=12

Toward Another View of Legal Negotiation : The Structure of Problem-Solving / Carrie Menkel-Meadow=14

A Positive Theory of Legal Negotiation / Russell Korobkin=17

Why Negotiations Fail : An Exploration of Barriers to the Resolution of Conflict / Robert H. Mnookin=20

Discussion Questions and Problems=23

PART II. THE STRUCTURE OF NEGOTIATION=25

Chapter 2. Estimating the Bargaining Zone=27

A. BATNAs and Reservation Prices=27

A Positive Theory of Legal Negotiation / Russell Korobkin=27

Notes=30

B. Calculating Reservation Price : A Prescriptive Approach=31

1. Step 1 : The Baseline=32

2. Step 2 : Adjusting from the Baseline=32

Notes=38

Discussion Questions and Problems=46

Chapter 3. Persuasion=51

A. Persuasion in a World of Hyper-Rational Negotiators=52

B. The Psychology of Persuasion=54

1. Prediction Heuristics=55

Forecasting Trial Outcomes : Lawyers Assign Higher Probability to Possibilities That Are Described in Greater Detail / Craig R. Fox ; Richard Birke=56

Self-Serving Assessments of Fairness and Pretrial Bargaining / George Loewenstein ; Samuel Issacharoff ; Colin Camerer ; Linda Babcock=60

Notes=63

2. Reference Point Heuristics=66

Psychological Barriers to Litigation Settlement : An Experimental Approach / Russell Korobkin ; Chris Guthrie=69

Inertia and Preference in Contract Negotiation : The Psychological Power of Default Rules and Form Terms / Russell Korobkin=72

Notes=77

3. Social Signals=81

Reactive Devaluation in Negotiation and Conflict Resolution / Lee Ross=82

Notes=87

4. Affect=88

Direct and Indirect Effects of Self-Image Congruence on Brand Loyalty / Frank Kressman et al.=89

Changing Minds : The Work of Mediators and Empirical Studies of Persuasion / James H. Stark ; Douglas N. Frenkel=91

Emotional Trade-off Difficulty and Choice / Mary Frances Luce et al.=94

Discussion Questions and Problems=97

Chapter 4. Integrative Bargaining=101

A. The Role of Differences=101

The Manager as Negotiator / David A. Lax ; James K. Sebenius=104

The Limits of Integrative Bargaining / Gerald B. Wetlaufer=109

Notes=113

B. Frameworks for Identifying Integrative Opportunities=116

1. Focusing on Core Interests Rather than Positions=117

Getting to Yes / Roger Fisher ; William Ury ; Bruce Patton=117

2. Changing the Contents of Negotiation "Packages"=119

Notes=123

C. Sources of Integrative Value in Legal Transactions=127

1. Adverse Selection=127

2. Moral Hazard=129

3. Uncertainty=130

Notes=131

Discussion Questions and Problems=132

Chapter 5. Power=137

A. Changing the Bargaining Zone=140

B. Manipulating Perceptions of the Bargaining Zone=144

A Positive Theory of Legal Negotiation / Russell Korobkin=145

Notes=149

C. Commitments=151

The Strategy of Conflict / Thomas Schelling=152

Notes=155

D. Patience=158

1. The Cost of Lost Time=159

2. The Cost of Negotiating=160

Notes=160

E. The Pitfalls of Power=162

1. Miscalculation of the Bargaining Zone Can Lead to Impasse=162

2. Claims of Disinterest Might Not Be Credible=162

3. Power Tactics Can Produce an Emotional Response That Leads to Impasse=163

4. Power Tactics Can Negatively Affect Relationships and Reputations=164

5. Power Tactics Can Affect Performance of Agreements=164

Notes=165

Discussion Questions and Problems=166

Chapter 6. Fair Division and Related Social Norms=169

A. Meta-norms of Distributive Justice=171

Notes=172

B. Convention=175

Fairness as a Constraint on Profit Seeking : Entitlements in the Market / Daniel Kahneman ; Jack L. Knetsch ; Richard H. Thaler=176

Getting to Yes / Roger Fisher ; William Ury ; Bruce Patton=181

Notes on the Bedouin Horse Trade or "Why Won't the Market Clear, Daddy?" / Steven Lubet=183

Notes=184

C. Reciprocity as a Process Norm=186

Influence : Science and Practice / Robert B. Cialdini=186

Notes=192

D. Combining Fair Division with Integration=194

Discussion Questions and Problems=198

PART III. THE NEGOTIATORS AND THEIR RELATIONSHIP=201

Chapter 7. Trust=203

A. The Negotiator's Dilemma=204

The Manager as Negotiator / David A. Lax ; James K. Sebenius=206

Notes=208

B. The Potential for Trust Between Negotiators=210

1. Ongoing Relationships and Reputation=210

2. Contract=211

3. Prosocial Behavior=212

Notes=214

C. Strategies for Building Trust=215

1. Demonstrating Behaviors Consistent with Trustworthiness=215

2. Reducing Social Distance=215

3. Changing Social Context=217

4. Extending Trust=218

The Evolution of Cooperation / Robert Axelrod=219

Notes=224

Discussion Questions and Problems=225

Chapter 8. Emotions of Conflict=227

A. The Source of Anger in Conflict=227

1. The Desire for Interactional Justice=227

Notes=231

2. Attribution Biases=232

Psychological Barriers to Mediation Success : Theory and Practice / Russell Korobkin=233

Notes=236

B. Managing the Emotions of Conflict=236

1. Confronting the Counterpart's Emotions=236

Changing Minds : The Work of Mediators and Empirical Studies of Persuasion / James H. Stark ; Douglas N. Frenkel=239

Notes=241

2. Managing the Negotiator's Own Emotions=242

Forgive for Good / Fred Luskin=244

Notes=248

Discussion Questions and Problems=248

Chapter 9. Negotiator Style=251

A. Conflict Orientation=251

1. Cooperation Versus Competition=252

Legal Negotiation and Settlement / Gerald R. Williams=252

2. Empathy Versus Assertiveness=256

The Tension Between Empathy and Assertiveness / Robert H. Mnookin ; Scott R. Peppet ; Andrew S. Tulumello=256

Notes=258

B. Aspiration Levels=260

Aspirations and Settlement / Russell Korobkin=262

Notes=267

Discussion Questions and Problems=269

Chapter 10. Group Membership=273

A. Gender=274

Women Don't Ask : Negotiation and the Gender Divide / Linda Babcock ; Sara Laschever=274

Notes=278

B. Culture=284

Culture and Negotiation / Jeanne M. Brett=286

Making Deals in Strange Places : A Beginner's Guide to International Business Negotiations / Jeswald W. Salacuse=290

Culture and Negotiator Cognition : Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures / Michele J. Gelfand ; Sophia Christakopoulou=293

Notes=296

Discussion Questions and Problems=300

PART IV. ADDITIONAL PARTIES=303

Chapter 11. The Principal-Agent Relationship=305

A. The Benefits of Lawyer-Agents=305

1. Technical Expertise=305

2. Negotiation Expertise=306

3. Signaling=306

4. Dispassionate Analysis=306

5. Justification Generation=307

6. Access=307

7. Strategic Advantage=307

8. Cost Effectiveness=308

Disputing Through Agents : Cooperation and Conflict Between Lawyers in Litigation / Ronald J. Gilson ; Robert H. Mnookin=308

Value Creation by Business Lawyers : Legal Skills and Asset Pricing / Ronald J. Gilson=312

Notes=317

B. The Principal-Agent Tension=318

1. Different Preferences=318

2. Different Interests=318

3. Different Personalities=319

4. Expense=320

Evans v. Jeff D.=320

Psychology, Economics, and Settlement : A New Look at the Role of the Lawyer / Russell Korobkin ; Chris Guthrie=323

Notes=325

Discussion Questions and Problems=330

Chapter 12. Multilateral Negotiations=335

A. Coalition Formation=336

1. The Problem of Unstable BATNAs=336

2. Power Dynamics : Whether to Join a Coalition=337

3. Building Coalitions=339

Sequencing to Build Coalitions : With Whom Should I Talk First? / James K. Sebenius=340

Notes=344

B. Fair Division=345

C. Managing Communication=347

Negotiation Analysis : The Science and Art of Collaborative Decision Making / Howard Raiffa ; with John Richardson ; David Metcalf=347

Legal Negotiation : Theory and Applications / Donald G. Gifford=351

Notes=353

Discussion Questions and Problems=354

Chapter 13. The Use of Mediation in Negotiation=357

A. The Potential Benefits of Mediation=359

1. Facilitate Introspection and Analysis=359

2. Facilitate Communication=360

3. Evaluate Issues Relevant to the Parties' Reservation Prices=361

4. Filter Private Information=362

5. Create Focal Points=364

6. Reduce Reactive Devaluation=365

7. Deter Extreme Distributive Tactics=366

8. Help Negotiators Save Face=366

Notes=367

B. Mediator Strategies=368

Understanding Mediators' Orientations, Strategies, and Techniques : A Grid for the Perplexed / Leonard L. Riskin=369

The Caucus : Private Meetings That Promote Settlement / Christopher W. Moore=375

Notes=379

C. Transactional Mediation=381

Contract Formation in Imperfect Markets : Should We Use Mediators in Deals? / Scott R. Peppet=381

Notes=384

Discussion Questions and Problems=385

PART V. THE LAW OF NEGOTIATION=387

Chapter 14. Deceit=389

Restement (Second) of Torts=389

Restatment (Second) of Contracts=390

Restatement (Second) of Agency=390

ABA, Model Rules of Professional Conduct=390

A. Representations About the Negotiation's Subject Matter=391

Vulcan Metals Co. Inc. v. Simmons Manufacturing Co. Inc.=391

Notes=392

B. Representations Related to the Speaker's Reservation Price=396

Kabatchnick v. Hanover-Elm Building Corp.=396

Notes=398

C. Nondisclosure=400

Swinton v. Whitinsville Savings Bank=400

Weintraub v. Krobatsch=401

V.S.H. Realty v. Texaco=403

Notes=405

D. Sanctions for Deceit=407

Cresswell v. Sullivan & Cromwell=407

Notes=409

E. Misrepresenting the Objective : "Bad Faith" Negotiation=410

SIGA Technologies, Inc. v. Pharmathene, Inc.=411

Notes=414

F. The Ethics of Misrepresentation=416

Machiavelli and the Bar : Ethical Limitations on Lying in Negotiation / James J. White=416

Negotiation Ethics : How to Be Deceptive Without Being Dishonest/How to Be Assertive Without Being Offensive / Charles B. Craver=417

The Ethics of Lying in Negotiations / Gerald B. Wetlaufer=420

Moral Truthseeking and the Virtuous Negotiator / Reed Elizabeth Loder=421

Notes=422

Discussion Questions and Problems=423

Chapter 15. Rules Encouraging Litigation Settlement=427

A. Fee Shifting and "Offer of Settlement" Rules=427

From "Loser Pays" to Modified Offer of Judgment Rules : Reconciling Incentives to Settle with Access to Justice / Edward F. Sherman=428

Notes=431

B. Judicial Settlement Conferences=435

Federal Rules of Civil Procedure=436

In re Novak=436

Notes=441

Nick v. Morgan's Foods, Inc=442

Notes=445

C. Inadmissibility of Settlement Negotiations=447

Federal Rules of Evidence=448

Thomas v. Resort Health Related Facility=448

Affiliated Manufacturers, Inc. v. Aluminum Co. of America=449

Notes=452

Discussion Questions and Problems=454

Chapter 16. Limitations on Settlement=457

A. Judicial Review of Settlements=457

1. Power Imbalances=457

Lewis v. Lewis=458

2. Principal-Agent Conflicts=459

Mars Steel Corp. v. Continental Illinois National Bank=460

3. Protecting the Public Interest=464

United States v. Microsoft Corp.=465

Notes=466

B. Settlement in Multiple-Defendant Litigation=469

Elbaor v. Smith=470

Notes=472

Discussion Questions and Problems=473

Table of Cases=475

Index=479