Pre-Settlement Settlement (PreSS): A Simple Technique for Initiating Complex Negotiations

Pre-Settlement Settlement (PreSS): A Simple Technique for Initiating Complex Negotiations

Pre‐settlement settlement, or PreSS, is a negotiation technique that precedes and potentially facilitates a final settlement. A PreSS is distinguished by three characteristics. It is: formal (being a binding agreement), initial (being the first step of a longer process), and partial (covering only a...

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Veröffentlicht in:Negotiation journal 1998-04, Vol.14 (2), p.149-159
Hauptverfasser: Gillespie, James J., Bazerman, Max H.
Format: Artikel
Sprache:eng
Schlagworte:
Bargaining
Conceptualization
Conflict resolution
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Beschreibung
Zusammenfassung:Pre‐settlement settlement, or PreSS, is a negotiation technique that precedes and potentially facilitates a final settlement. A PreSS is distinguished by three characteristics. It is: formal (being a binding agreement), initial (being the first step of a longer process), and partial (covering only a subset of issues). PreSS provides a conceptual umbrella for several existing concepts in the negotiation literature. The what, when, and why of PreSS are delineated and examples of pre‐settlement settlement are provided.
ISSN:0748-4526
1571-9979
DOI:10.1111/j.1571-9979.1998.tb00155.x