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| Tekijä: | McGinn, K.L. Thompson, L. Bazerman, M.H. |
| Otsikko: | Dyadic processes of disclosure and reciprocity in bargaining with communication |
| Lehti: | Journal of Behavioral Decision Making
2003 : JAN, VOL. 16:1, p. 17-34 |
| Asiasana: | Negotiation Bargaining Games Communication |
| Kieli: | eng |
| Tiivistelmä: | The paper presents a 1-stage simultaneous offers bargaining game with buyers and sellers having independent, privately held valuations for the item being sold. There are three communications treatments used. When parties are allowed pre-play communication, nearly full efficiency (98%) is found. |
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