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 |
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| container_title | Negotiation journal |
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| creator | Gillespie, James J. Bazerman, Max H. |
| description | 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. |
| doi_str_mv | 10.1111/j.1571-9979.1998.tb00155.x |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 0748-4526 |
| ispartof | Negotiation journal, 1998-04, Vol.14 (2), p.149-159 |
| issn | 0748-4526 1571-9979 |
| language | eng |
| recordid | cdi_proquest_miscellaneous_38627192 |
| source | Wiley-Blackwell Journals; SpringerLink; HeinOnline |
| subjects | Bargaining Conceptualization Conflict resolution |
| title | Pre-Settlement Settlement (PreSS): A Simple Technique for Initiating Complex Negotiations |
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