Focal Points In Negotiation
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Language: en
Pages: 240
Pages: 240
Type: BOOK - Published: 2019-12-05 - Publisher: Springer Nature
​Focal Points in Negotiation is the first work of its kind to analyze the use of focal points beyond the controlled setting of the laboratory or the stylized
Language: en
Pages: 0
Pages: 0
Type: BOOK - Published: 2022 - Publisher:
This paper theoretically and experimentally examines the anchoring effect of focal points in successive negotiations with different bargaining structures. Two v
Language: en
Pages: 309
Pages: 309
Type: BOOK - Published: 2023-10-16 - Publisher: BRILL
A Guide to Negotiation and Mediation is written in a progressive, building-block fashion, moving from simple to more complex ideas. The first section covers bas
Language: en
Pages: 360
Pages: 360
Type: BOOK - Published: 2005-12-08 - Publisher: Cambridge University Press
This volume examines the point where the concepts and practices of escalation and negotiation meet.
Language: en
Pages: 242
Pages: 242
Type: BOOK - Published: 1991 - Publisher: Houghton Mifflin Harcourt
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an ag