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Palgrave Macmillan

Negotiation: From Theory to Practice

  • Book
  • © 1991

Overview

Authors:
  1. Jacques Rojot

    1. University of Paris I - Sorbonne, France

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Table of contents (9 chapters)

  1. Front Matter

    Pages i-xiv
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  2. Introduction

    1. Introduction

      • Jacques Rojot
      Pages 1-4

  3. Analytical Background

    1. Front Matter

      Pages 5-5
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    2. Understanding Conflict

      • Jacques Rojot
      Pages 9-30

    3. The Parties, the Environment and Bargaining Power

      • Jacques Rojot
      Pages 31-58

  4. The Process of Negotiation

    1. Front Matter

      Pages 59-59
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    2. Determinants of the Choice of a Negotiating Strategy

      • Jacques Rojot
      Pages 63-93

    3. The Selection of a Strategy

      • Jacques Rojot
      Pages 94-107

    4. Negotiating Tactics

      • Jacques Rojot
      Pages 108-144

  5. The Interaction of the Negotiators

    1. Front Matter

      Pages 145-145
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    2. Negotiating Styles

      • Jacques Rojot
      Pages 149-173

    3. The Phases of Negotiation

      • Jacques Rojot
      Pages 174-196

    4. The Tasks in Negotiating

      • Jacques Rojot
      Pages 197-216

  6. Back Matter

    Pages 217-230
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Keywords

About this book

Professor Rojot's work links the theory of negotiation to its more practical aspects and bridges the gap between theoretical work and 'how to' manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.

Authors and Affiliations

  • University of Paris I - Sorbonne, France

    Jacques Rojot

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