Onderhandelen Van Contracten (Negotiating Contracts)
KNELPUNTEN ONDERHANDELEN EN BEMIDDELEN VAN CONTRACTEN, KNELPUNTEN CONTRACTEN, KNELPUNTEN CONTRACTENRECHT, No. 8, pp. 1-32, Alain-Laurent Verbeke, ed., Antwerpen-Cambridge, Intersentia, 2011
32 Pages Posted: 30 Nov 2011
Date Written: April 30, 2011
In this article I explain some basic concepts of problem solving negotiation as opposed to positional bargaining. The three tensions (R.H. Mnookin); how to prepare for a; three parallel processes in a negotiation (the Negotiation Loop); how and when to make a first offer?
Note: Downloadable document is in Dutch.
Keywords: contract, negotiation, first offer, three tensions, negotiation loop, empathy loop
JEL Classification: K12
Suggested Citation: Suggested Citation