CISCDR Distinguished Scholar-in-Residence Lecture - Russell Korobkin
599 views · Published 23 January 2009 · 1:04:04 · Indexed 20 September 2026
Channel: Case Western Reserve University · 2009 · Education
CISCDR Distinguished Scholar-in-Residence Lecture Russell Korobkin - Professor of Law, University of California, Los Angeles October 3, 2007 4:00 p.m. - 5:00 p.m. Against Integrative Bargaining For the last quarter-century, the heart of negotiation theory has been that negotiators should emphasize integrative bargaining approaches, known as "problem-solving," "value creating," or "win-win" negotiation, while setting aside tactics that attempt to claim value at the expense of the other negotiator. What are the common tactics for achieving integrative potential in negotiations? What is the potential for gains at the bargaining table, using distributive tactics? How can negotiators choose the most appropriate method for the situation?
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