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dc.contributor.authorEbner, Noamen_US
dc.contributor.authorEfron, Yaelen_US
dc.contributor.editorCoben, Jamesen_US
dc.contributor.editorDe Palo, Giuseppeen_US
dc.contributor.editorHoneyman, Christopheren_US
dc.identifier.citationNoam Ebner & Yael Efron, Moving Up: Positional Bargaining Revisited, in Rethinking Negotiation Teaching: Innovations for Context and Culture 251 (Christopher Honeyman, James Coben & Giuseppe De Palo eds., 2009), reprinted in Gaining Ground in Difficult Negotiations 51 (Manon Schonewille & Felix Merks eds., 2010).en_US
dc.description.abstractSomewhere along the way toward widespread of interest-based concepts, Ebner and Efron argue, the teaching of negotiation has lost something -- a tough-minded focus on what to do when the pie can't be enlarged, the competing interests of the parties are intense, and the bargaining zone is small. If we are going to teach our negotiators to succeed in real life, they contend, we are going to have to teach them to bargain. The authors offer a fully worked-out exercise to do just that.en_US
dc.publisherDRI Pressen_US
dc.titleMoving up: Positional bargaining revisiteden_US
dc.typeBook, Sectionen_US
dc.publisher.locationSaint Paul, MNen_US
dc.title.workRethinking Negotiation Teaching: Innovations for Context and Cultureen_US
dc.subject.fastNegotiation--Study and teachingen_US
dc.program.unitSchool of Lawen_US
dc.program.unitWerner Institute for Negotiation and Dispute Resolutionen_US
dc.contributor.cuauthorEbner, Noamen_US

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