Bargaining games: a new approach to strategic thinking in negotiations

Front Cover
W. Morrow, Jun 17, 1992 - Business & Economics - 254 pages
0 Reviews
How to master the game of negotiation, from a groundbreaking game theorist. By focusing on the basics and introducing the most sophisticated negotiation techniques, Murnighan shows how game theory can be applied to negotiations, ranging from the most inconsequential to the vital.

From inside the book

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

First Things First
11
The Silent Bargaining Quiz
31
Emotional Devils
47
Copyright

12 other sections not shown

Common terms and phrases

References to this book

All Book Search results »

About the author (1992)

Murnighan is the Harold H. Hines Jr. Distinguished Professor of Risk Management at Northwestern's Kellogg School of Management. He is a specialist in decision making and negotiations.

Bibliographic information