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
Online-Zugang:	Volltext
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