haku: @indexterm GAME THEORY / yhteensä: 415
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| Tekijä: | Garson, J. Quillien, J. |
| Otsikko: | After Madrid and Maastricht... Should we rethink negotiations? |
| Lehti: | European Business Review
1993 : VOL. 43:4, p. 19-25 |
| Asiasana: | GAME THEORY LEARNING POLITICS NEGOTIATION |
| Kieli: | eng |
| Tiivistelmä: | Views Game Theory, as a long-time companion model and guide for the exploration of negotiations. Borrowing some of the basic concepts developed by C. Argyris and D. Schon, and considering negotiations as learning organizations, we allow ourselves to move from the analytical mode of Game Theory to a more synthetic approach. The synthetic approach allows us to distinguish more carefully between simple and difficult negotiations and to rethink success and failure. It also allows us to account more adequately for such phenomena as the preliminary negotiations. |
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