What people are saying - Write a review
We haven't found any reviews in the usual places.
Research on Negotiation
A DemandConcession Model
Principles Underlying Prominence
10 other sections not shown
action actor bargainer's bargainers Carnevale Chapter chilling effect compensation competitive behavior competitive tactics concede concession curve concession rate conflict constituents cooperative coordinative behavior credibility Cuban Missile Crisis deadline deadlock decision demand level desire for coordination discussion Druckman dyads East Germany effect employed encourage equal evidence example favor flexible rigidity Hence heuristic trial high joint benefit high limits image loss impact information exchange initial integrative agreements interest involving issues joint profit Kelley Kimmel less level of aspiration logrolling married couple matching strategy mediator Michener mismatching move mutually prominent alternative needs negotiation norm one's other's expected demand outcome party's positional commitments possible prediction pressure principle priorities prisoner's dilemma problem problem-solving orientation produce proposal reach agreement reciprocate relationship result search model seen signals situation solution strategic choice model suggests third party third-party intervention threat capacity trial and error trust unilateral concession variables West Berlin