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Theories of Deterrence and Conflict Spiral
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alternatives and commitment alternatives dimension analysis approach to bargaining argue arguments assumption attribution theory Bacharach and Lawler bargainer's bargaining outcomes bargaining power bargaining process bargaining relationship bargaining theories basic bilateral monopoly bluff bluffing Chamberlain Chapter cognitive commitment dimension concept concession behavior conflict spiral conflict-spiral theory convergence costs dence depen dependence theory determinate solution deterrence theory dimensions of bargaining dimensions of dependence equality gaining game theory Hicks's hypotheses implies increase in A's likelihood of agreement management's manipulate maximum risk ment mutual dependence Nash's model nonconvergence normative notion offer opponent opponent's other's parties party's payoffs perception potential power relationship predict propositions punitive capabilities punitive tactics reciprocity rela relative power rence social psychological specific strike subjective subjective expected utility suggests tactical action tactical concessions theoretical theorists theory of bargaining threat and punishment threat tactics tion tive total power toughness union wage rate Zeuthen