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COPYRIGHT 2007 Alert Publications, Inc.
The Negotiator's Fieldbook: The Desk Reference for the Experienced Negotiator. Andrea Kupfer Schneider and Christopher Honeyman, ads. 2006. American Bar Association, Section of Dispute Resolution. Softcover. ISBN 1-59031-545-6. $79.95, $69.95 for Section members, $49.95 for students.
"The metaphor/heuristic of buyer-seller is hardly in itself 'value-neutral' in this regard.... Discussing the concept 'reservation point'--essentially the quantification of one's BATNA--Leigh Thompson assesses the wisdom of one party revealing her reservation point to the other, in part thereby demonstrating 'good faith and trust' in the other party." If upon reading this passage, you are scratching your head wondering what "heuristic" means or perhaps thinking to yourself, "Isn't Batna a city in Northeastern Algeria?" then you need to pay closer attention to the subtitle of this book: "The Desk Reference for the Experienced Negotiator." For as the editors themselves candidly observe: "If you...
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