search query: @author Sebenius, J. K. / total: 7
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| Author: | Sebenius, J. K. |
| Title: | Negotiation analysis : a characterization and review. |
| Journal: | Management Science
1992 : JAN, VOL. 38:1, p. 18-38 |
| Index terms: | NEGOTIATION GAME THEORY DECISION ANALYSIS |
| Language: | eng |
| Abstract: | Negotiation analysis seeks to develop prescriptive theory and useful advice for negotiators and third parties. It gnerally emphasizes the parties' interests, alternatives to a negotiated agreement, approaches to productively manage the inherent tension between competitive actions to create value individually and cooperative ones to create value jointly, as well as efforts to change perceptions of the game itself. The distinctive characteristics of negotiation analysis approach, the elements of a negotiation analytic approach and the basic elements in more complex setting are discussed in detail. |
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