Bargaining games: a new approach to strategic thinking in negotiations

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W. Morrow, Jun 17, 1992 - Business & Economics - 254 pages
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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.

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First Things First
The Silent Bargaining Quiz
Emotional Devils

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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.

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