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THE DYNAMICS OF BARGAINING GAMES

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Bargaining is everywhere, and everyone does it all the time. To bargain effectively, however, people must make considerable personal investments-practicing and thinking. The Dynamics of Bargaining Games features a wide variety of bargaining interactions, ranging from cooperative to competitive, two-person to large-group negotiations, and equal to unequal power positions. It equips readers with a variety of diagnostic tools they can use to bargain strategically and effectively.

Intensive discussions and the introduction of related theory and research allow readers to hard-wire their bargaining intuitions and be prepared for almost any negotiation. Bargaining Games includes the most current studies in negotiation theory and research from the best journals, and uses challenging games to make these facts interesting and relevant to everyday negotiating.

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Availability

10000412

158.5 MUR d

RLC MM (Rak Buku Umum)

Available

Detail Information

Series Title

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Statement of Responsibility

J. Keith Murnighan

Call Number

158.5 MUR d

Publisher

UNITED STATES : Prentice Hall., 1991

Collation

xiv, 226 p. : ill ; 23cm.

Language

English

ISBN/ISSN

0-13-222118-7

Classification

158.5

Content Type

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Edition

-

Subject(s)

Psychology
Medical General Psychology
Professional

Specific Detail Info

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