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PART Ⅰ: INTRODUCTION 1

Chapter 1: Toward a Conceptual Approach to Negotiation 7

A. The Steps of Negotiation: An Overview 7

1. Preparation 8

2. Information Exchange 11

3. Agreement Proposals 13

4. Resolution 14

B. Conceptual Models of Negotiation 16

Carrie Menkel-Meadow, Toward Another View of Legal Negotiation: The Structure of Problem-Solving 17

Russell Korobkin, A Positive Theory of Legal Negotiation 21

Robert H. Mnookin, Why Negotiations Fail: An Exploration of Barriers to the Resolution of Conflict 26

Discussion Questions and Problems 30

PART Ⅱ: THE STRUCTURE OF NEGOTIATION 33

Chapter 2: Estimating the Bargaining Zone 37

A. BATNAs and Reservation Prices 37

Russell Korobkin, A Positive Theory of Legal Negotiation 37

Notes 41

B. Calculating Reservation Prices: A Prescriptive Approach 43

1. Alternatives 43

2. Preferences 44

3. Probabilities of Future Events 44

4. Risk Preference 45

5. Transaction Costs 47

6. Value of Time 48

7. Effect on Future Opportunities 49

Notes 50

C. Aspirations 57

G. Richard Shell, Bargaining for Advantage: Negotiation Strategies for Reasonable People 58

Notes 61

Discussion Questions and Problems 63

Chapter 3: Psychological Factors in Evaluating Alternatives 63

A. Risk Preference and the Framing Effect 68

Jeffrey J. Rachlinski, Gains, Losses, and the Psychology of Litigation 69

Notes 74

B. The Endowment Effect and the Status Quo Bias 76

Daniel Kahneman, Jack L. Knetsch Richard H. Thaler, Experimental Tests of the Endowment Effect and the Coase Theorem 76

Russell Korobkin, Inertia and Preference in Contract Negotiation: The Psychological Power of Default Rules and Form Terms 81

Notes 85

C. Anchoring 87

Russell Korobkin Chris Guthrie, Psychological Barriers to Litigation Settlement: An Experimental Approach 88

Notes 91

D. Overconfidence and the Self-Serving Bias 94

George Loewenstein, Samuel Issacharoff, Colin Camerer Linda Babcock, Self Serving Assessments of Fairness and Pretrial Bargaining 95

Notes 99

E. Reactive Devaluation 102

Lee Ross, Reactive Devaluation in Negotiation and Conflict Resolution 103

Notes 107

Discussion Questions and Problems 108

Chapter 4: Integrative Bargaining 111

A. Expanding the Bargaining Zone 111

David A. Lax James K. Sebenius, The Manager as Negotiator 115

Gerald B. Wetlaufer, The Limits of Integrative Bargaining 121

Notes 126

B. Strategies for Reaching Integrative Agreements 129

1. Adding to and Subtracting Issues from the Negotiation Package 130

2. Logrolling 132

3. Avoiding the Fixed-Sum Error 133

4. Focusing on Ultimate Interests Rather Than Superficial Positions 134

Roger Fisher, William Ury Bruce Patton, Getting to Yes 134

5. Confronting Adverse Selection and Moral Hazard Problems 138

6. Exploring the Opponent s Interests and Preferences: Asking Questions 139

7. Revealing Interests and Preferences 141

8. Post-Settlement Settlements 141

Notes 142

Discussion Questions and Problems 144

Chapter 5: Power 149

A. Changing the Bargaining Zone 152

B. Manipulating Perceptions of the Bargaining Zone 156

Russell Korobkin, A Positive Theory of Legal Negotiation 157

Notes 162

C. Commitments 163

Thomas Schelling, The Strategy of Conflict 165

Notes 168

D. Patience 171

1. Costs of Lost Time 173

2. Costs of Negotiating 174

Notes 175

Discussion Questions and Problems 178

Chapter 6: Fair Division and Related Social Norms 183

A. The Reciprocity Norm 184

Robert B. Cialdini, Influence: Science and Practice 185

Notes 191

B. Convention 195

Daniel Kahneman, Jack L. Knetsch Richard H. Thaler, Fairness as a Constraint on Profit Seeking: Entitlements in the Market 196

Roger Fisher, William Ury Bruce Patton, Getting to Yes 203

Steven Lubet, Notes on the Bedouin Horse Trade or Why Won t the Market Clear, Daddy ? 205

Notes 207

C. Norms of Distributive Justice 209

Notes 211

Discussion Questions and Problems 218

PART Ⅲ: THE NEGOTIATOR 221

Chapter 7: The Negotiator s Dilemma 223

A. The Prisoner s Dilemma as Metaphor 224

Robert Axelrod, The Evolution of Cooperation 225

Notes 231

B. Coping with the Negotiator s Dilemma 233

Gerald B. Wetlaufer, The Ethics of Lying in Negotiation 233

David A. Lax James K. Sebenius, The Manager as Negotiator 235

Notes 237

Discussion Questions and Problems 240

Chapter 8: Conflict Style 243

A. Cooperation versus Competition 244

Gerald R. Williams, Legal Negotiation and Settlement 244

Notes 249

B. Empathy versus Assertiveness 250

Robert H. Mnookin, Scott R. Peppet Andrew S. Tulumello, The Tension Between Empathy and Assertiveness 250

Notes 253

Discussion Questions and Problems 254

Chapter 9: Group Membership 257

A. Gender 258

Charles B. Craver David W. Barnes, Gender, Risk Taking, and Negotiation Performance 258

Carol Gilligan, In a Different Voice: Psychological Theory and Women s Development 262

Notes 265

B. Culture 270

Jeanne M. Brett, Culture and Negotiation 273

Jeswald W. Salacuse, Making Deals in Strange Places: A Beginner s Guide to International Business Negotiations 279

Michele J. Gelfand Sophia Christakopoulou, Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures 282

Notes 287

Discussion Questions and Problems 290

PART Ⅳ: ADDITIONAL PARTIES 293

Chapter 10: The Principal-Agent Relationship 295

A. The Benefits of Lawyer-Agents 295

Ronald J. Gilson Robert H. Mnookin, Disputing Through Agents: Cooperation and Conflict Between Lawyers in Litigation 298

Ronald J. Gilson, Value Creation by Business Lawyers: Legal SkilLs and Asset Pricing 303

Notes 309

B. The Principal-Agent Tension 310

Evans v. Jeff D. 313

Russell Korobkin Chris Guthrie, Psychology, Economics, and Settlement: A New Look at the Role of the Lawyer 316

Notes 320

Discussion Questions and Problems 324

Chapter 11: Multilateral Negotiations 329

A. Coalitions and Negotiating Power 329

1. The Problem of Unstable BATNAs 329

2. Power Dynamics: To Join or Not to Join the Coalition 331

B. Fair Division 334

C. Identifying the Bargaining Zone 336

Donald G. Gifford, Legal Negotiation: Theory and Applications 336

Notes 339

Discussion Questions and Problems 340

Chapter 12: The Use of Mediation in Negotiation 343

A. The Potential Benefits of Mediation 345

1. Facilitate Introspection and Analysis 345

2. Facilitate Communication 346

3. Evaluate Issues Relevant to the Parties Reservation Prices 347

4. Filter Private Information 350

5. Create Focal Points 352

6. Reduce Reactive Devaluation 353

7. Deter Extreme Distributive Tactics 354

Notes 355

B. Mediator Strategies 356

Leonard L. Riskin, Understanding Mediators Orientations, Strategies, and Techniques: A Grid for the Perplexed 357

Christopher W. Moore, The Caucus: Private Meetings That Promote ,Settlement 365

Notes 370

Discussion Questions and Problems 372

PART Ⅴ: THE LAW OF NEGOTIATION 375

Chapter 13: Misrepresentation 377

A. Representations about the Negotiation s Subject Matter 379

Vulcan Metals Co. Inc. v. Simmons Manufacturing Co. Inc. 379

Notes 380

B. Representations Related to the Speaker s Reservation Price 385

Kabatchnick v. Hanover-Elm Building Corp. 385

Notes 387

C. Nondisclosure 390

Swinton v. Whitinsville Savings Bank 390

Weintraub v. Krobatsch 391

Notes 394

D. Sanctions for Misrepresentation. 396

Cresswell v. Sullivan Cromwell 396

Notes 398

E. Misrepresenting the Objective: Bad Faith Negotiation 399

Venture Associates Corp. v. Zenith Data Systems Corp. 400

Notes 403

F. The Ethics of Misrepresentation 405

James J. White, Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation 405

Charles B. Craver, Negotiation Ethics: How to Be Deceptive Without Being Dishonest/How to Be Assertive Without Being Offensive 406

Gerald B. Wetlaufer, The Ethics of Lying in Negotiations 409

Reed Elizabeth Loder, Moral Truthseeking and the Virtuous Negotiator 411

Discussion Questions and Problems 412

Chapter 14: Rules Encouraging Litigation Settlement 417

A. Fee Shifting and Offer of Settlement Rules 418

Edward F. Sherman, From Loser Pays to Modified Offer of Judgment Rules: Reconciling Incentives to Settle with Access to Justice 419

Notes 423

B. Judicial Settlement Conferences 426

In re Novak 427

Notes 432

Nick v. Morgan s Foods, Inc. 434

Notes 438

C. Inadmissibility of Settlement Negotiations 440

Thomas v. Resort Health Related Facility 441

Affiliated Manufacturers, Inc. v. Aluminum Co. of America 443

Notes 446

Discussion Questions and Problems 447

Chapter 15: Limitations on Settlement 451

Lewis v. Lewis 452

1. Power Imbalances 452

A. Judicial Review of Settlements 452

2. Principal-Agent Conflicts 454

Mars Steel Corp. v. Continental Illinois National Bank 454

3. Protecting the Public Interest 459

United States v. Microsoft Corp. 459

B. Settlement in Multiple-Defendant Litigation 463

Elbaor v. Smith 464

Notes 466

Discussion Questions and Problems 467

Table of Cases 469

Collected References 471

Index 479