Bargaining games: a new approach to strategic thinking in negotiations
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
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accept actually agreement bargaining games better bidder buying a car cents chance Chicken Game choice choose closing date commitment competitive concede concessions contribute cooperation costs cut their price cut your price deal dealer Dollar Auction driving Eiffel Tower emotions Empire State Building ethical example expect fair feel final friends gaining Game of Chicken Gas Station Game happens happy high number important increase interaction keep Kitty Genovese less look lose low number Low price Mollusks negotiations nonverbals offer opponent outcome parties payoff Platonia Dilemma play players possible preferences prisoner's dilemma prize problem profits prominent solution realize reveal seller selling side situation social dilemmas someone Statue of Liberty story strategy Telephone Game tell things threat tion Tit for Tat Ultimatum Game unethical behavior volunteer what's winner's curse