Related Books

How Negotiations End
Language: en
Pages:
Authors: I. William Zartman
Categories: Decision making
Type: BOOK - Published: 2019 - Publisher:

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Bargaining and Learning in Recurring Crises
Language: en
Pages: 356
Authors: Russell J. Leng
Categories: Political Science
Type: BOOK - Published: 2000 - Publisher: University of Michigan Press

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Study of the most prominent interstate rivalries in the second half of the century, and of the lessons that the leaders of the rival states drew from their recu
The Handbook of Negotiation and Culture
Language: en
Pages: 478
Authors: Michele J. Gelfand
Categories: Business & Economics
Type: BOOK - Published: 2004 - Publisher: Stanford University Press

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In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western cult
Rational Behavior and Bargaining Equilibrium in Games and Social Situations
Language: en
Pages: 340
Authors: John C. Harsanyi
Categories: Decision-making
Type: BOOK - Published: 1986 - Publisher: CUP Archive

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This is a paperback edition of a major contribution to the field, first published in hard covers in 1977. The book outlines a general theory of rational behavio
Manager as Negotiator
Language: en
Pages: 619
Authors: David A. Lax
Categories: Business & Economics
Type: BOOK - Published: 1987-01-05 - Publisher: Simon and Schuster

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This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executiv