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1997 | nr 499 | 67--80
Tytuł artykułu

Założenia analizy negocjacji

Treść / Zawartość
Warianty tytułu
The Principles of the Negotiation Analysis
Języki publikacji
PL
Abstrakty
Zaprezentowano koncepcję analizy negocjacji (D. Laxa i J. Sebeniusa) opartą na teorii decyzji i teorii gier. Przedstawiono jej genezę i rozwój, oraz podstawowe koncepcje.
EN
The theory of negotiation is aimed at the development of practical instructions based on experience, or on both experience and theory. At the same time there is a far-reaching formalization of the problems of negotiation based on the theory of games. Both the trends are connected with considerable limitations as regards practical application. The objective of the paper is to present the principles of the negotiation analysis. Its authors aim at enriching the output of the formal theory of negotiation with the conceptions enabling better description and explanation of the mechanisms of negotiation, and formulation of normative conclusions. (original abstract)
Rocznik
Numer
Strony
67--80
Opis fizyczny
Twórcy
Bibliografia
  • Axelrod R., The Evolution of Cooperation, Basic Books, New York 1984.
  • Bacharach S.B., Lawler E.J., Bargaining; Power, Tactics and Outcomes, Jossey-Bass, San Francisco 1981.
  • Bartos O.J., Process and Outcome of Negotiation, Columbia University Press, New York 1974.
  • Bartos O.J., Simple Model of Negotiation [w:] Negotiation Process: Theories and Applications, I.W. Zartman (red.) Beverly Hills CA, Sage 1978.
  • Bell D., Raiffa H., Tversky A., Decision Making: Descriptive, Normative, and Prescriptive Interactions, I.W. Zartman (red.), Cambridge University Press, Cambridge 1988.
  • Chatterjee K., An Introduction to the Theory of Bargaining, The Pennsylwania State University, "Working Paper" 1985, nr 85-1.
  • Coddington A.J., Theories of the Bargaining Process, Aldine, Chicago 1968.
  • Cross J.G., Negotiation as a Learning Process, "Journal of Conflict Resolution" 1977, vol. 21.
  • Druckman D., Boundary Role Conflict: Negotiation as Dual Responsiveness, "Journal of Conflict Resolution" 1977, vol. 21.
  • Dupont Ch., Faure G.O., The Negotiation Process [w:] International Negotiation: Analysis, Approaches, Issues, V.A. Kremenyuk (red.), (IIASA Research Results), Jossey Bass Publ., San Francisco, Oxford 1991.
  • Eatwell J., Milgate M., Newman P., Game Theory, The New Palgrave, Macmillan Press, London 1989.
  • Fisher R., Ury W., Patton B., Dochodząc do TAK. Negocjowanie bez, poddawania się, wyd. II - rozszerzone, PWE, Warszawa 1994.
  • Gould J.S., The Negotiator's Problem Solver, Wiley, New York 1986.
  • Gulliver P.H., Disputes and Negotiations: A Cross-Cultural Perspective, Academic Press Orlando, Fla. 1979.
  • Ksiai E., Smorodninsky M., Other Solutions to Nash's Bargaining Problem, "Econometrica" 1975, vol. 43.
  • Kersten G.E., Szapiro T., Generalized Approach to Modelling Negotiations, "European Journal of Operational Research" 1986, vol. 26.
  • International Negotiation: Analysis, Approaches, Issues, V.A. Kremenyuk (red.), (IIASA Research Results), Jossey Bass Publ., San Francisco, Oxford 1991.
  • Lax D.A., Sebenius J.K., The Manager as Negotiator. Bargaining for Cooperation and Competitive Gain, The Free Press, New York 1986.
  • Lewis D.K., Convention, Cambridge, Mass.: Cambridge University Press 1969.
  • Luce R.D., Raiffa H., Games and Decision, Wiley, New York 1957. Wyd. polskie: Gry i decyzje, PWN, Warszawa 1964.
  • Mesjasz C., Relacje międzyorganizacyjne w gospodarce rynkowej, "Przegląd Organizacji" 1993 nr 1.
  • Mumpower J.L., The Judgment Policies of Negotiators and the Structure of Negotiation Problems, "Management Science" 1991, vol. 37.
  • Nash J.F., The Bargaining Problem, "Econometrica" 1950, vol. 18.
  • Negotiation, R.J. Lewicki, J.A. Litterer, J.W. Minton, D.M. Saunders, Second Edition, Irwin, Burr Ridge, III. 1994.
  • Nierenberg G.I., Sztuka negocjacji jako metoda osiągania celu, Studio EMKA, Warszawa 1994.
  • Pruitt D.G., Negotiation Behavior, Academic Press, Orlando, Fla., 1981.
  • Raiffa H., The Art and Science of Negotiation, Belknap Press, Cambridge, Mass., 1982.
  • Rubin J.Z., Brown B.R., The Social Psychology of Bargaining and Negotiation, Academic Press, Orlando, Fla., 1975.
  • Schelling T.C., The Strategy of Conflict, Harvard University Press, Cambridge, Mass., 1960.
  • Schelling T.C., Arms and Influence, Yale University Press, New Haven 1966.
  • Sebenius J.K., Negotiation Analysis: A Characterization and Review, "Management Science" 1992, vol. 38.
  • Shakun M., Evolutionary Systems Design, Holden-Day Oakland, CA, 1988.
  • Spector B., Negotiation as a Psychological Process [w:] Negotiation Process: Theories and Applications, I.W. Zartman (red.), Sage, Beverly Hills, CA, 1978.
  • Walton R.E., McKersie R.B., A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System, McGraw-Hill, New York 1965.
  • Zartman I.W., The Structure of Negotiation [w:] International Negotiation: Analysis, Approaches Issues, V.A. Kremenyuk (red.), (IIASA Research Results), Jossey Bass Publ., San Francisco Oxford 1991.
  • Zartman I.W., Berman M., The Practical Negotiator, Yale University Press, New Haven, Conn., 1982.
  • Zeuthen F., Problems of Monopoly and Economic Warfare, Routledge & Kegan Paul, London 1930.
Typ dokumentu
Bibliografia
Identyfikatory
Identyfikator YADDA
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