Drawing on disciplines such as economics, cognitive psychology, statistics and game theory, this book considers the barriers and provides a guide to understanding successful negotiation in such areas as civil litigation, family law, arms control, environmental treaty-making and politics. Why Can't We All Just Get Along? In Family Life, Schools, Law, The Business World, And Domestic And International Affairs, It Is All Too Common For Disputes To Fester Unresolved Even When The Parties Are Committed To A Negotiated Settlement. In This Book Members And Associates Of The Stanford Center On Conflict And Negotiation Address The Complex Issues That Protract Disputes And Turn Potential Win-win Negotiations Into Conflicts That Leave Everyone Worse Off. Drawing On Such Diverse But Related Disciplines As Economics, Cognitive Psychology, Statistics, And Game And Decision-making Theory, The Book Considers The Barriers To Successful Negotiation In Such Areas As Civil Litigation, Family Law, Arms Control, Labor-management Disputes, Environmental Treaty Making, And Politics. When Does It Pay For Parties To A Dispute To Cooperate, And When To Compete? How Can Third-party Negotiators Further Resolutions And Avoid The Pitfalls That Deepen The Divisions Between Antagonists? Offering Answers To These And Related Questions, This Book Is A Comprehensive Guide To The Latest Understanding Of Ways To Resolve Human Conflict. Introduction / Robert H. Mnookin And Lee Ross -- Reactive Devaluation In Negotiation And Conflict Resolution / Lee Ross -- Conflict Resolution : A Cognitive Perspective / Daniel Kahneman And Amos Tversky -- The Benefit Of Optional Play In Anonymous One-shot Prisoner's Dilemma Games / Robyn M. Dawes And John M. Orbell -- The Role Of Fairness Considerations And Relationships In A Judgmental Perspective Of Negotiation / Max H. Bazerman And Margaret A. Neale -- Strategic And Informational Barriers To Negotiation / Robert B. Wilson -- On The Interpretation Of Two Theoretical Models Of Bargaining / Ariel Rubinstein -- Analytical Barriers / Howard Raiffa -- Dealing With Blocking Coalitions And Related Barriers To Agreement : Lessons From Negotiations On The Oceans, The Ozone, And The Climate / James K. Sebenius -- Cooperation And Competition In Litigation : Can Lawyers Dampen Conflict? / Ronald J. Gilson And Robert H. Mnookin -- Cooperation In The Unbalanced Commons / Edward A. Parson And Richard J. Zeckhauser -- Strategic Uses Of Argument / Jon Elster -- Information Acquisition And The Resolution Of Conflict / Kenneth J. Arrow -- The Creation Of New Processes For Conflict Resolution In Labor Disputes / John T. Dunlop -- Barriers To Effective Environmental Treaty-making / Lawrence Susskind -- Barriers To Negotiated Arms Control / Wolfgang Panofsky. Edited By Kenneth J. Arrow ... [et Al.]. A Project Of The Stanford Center On Conflict And Negotation (sccn) And The End Product Of A Conference Held At Stanford University In February 1991--pref. Includes Bibliographical References (p. 331-347) And Index.
