Integrative Bargaining in a Competitive Market PDF ePub eBook

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Integrative Bargaining in a Competitive Market free pdf Excerpt from Integrative Bargaining in a Competitive Market: September 1983 The behavioral decision theory literature was used to identify the determinants of negotiation success in an integrative bargaining, free market exercise. This study provides a novel methodology for studying negotiation. Specifically, buyers and sellers were allowed to engage in negotiation with as many competitors as possible in a fixed time period. The results suggest that integrative bargaining behavior increases and the market converges towards a Nash equilibrium as negotiators gain experience. In addition, the results suggest that (1) positively framed negotiators ("what will be my net profit from the transaction?") complete more transactions than negatively framed negotiators ("what will be my expenses on this transaction?"), (2) negotiators who are given moderately difficult profit constraints in order to be allowed to complete a transaction achieve more profitable transactions that negotiators without such constraints, and (3) both framing and the existence of constraints affect the total profitability of the negotiator. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully- any imperfections that remain are intentionally left to preserve the state of such historical works.

About Max H Bazerman

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Details Book

Author : Max H Bazerman
Publisher : Forgotten Books
Data Published : 27 September 2015
ISBN : 1332266002
EAN : 9781332266005
Format Book : PDF, Epub, DOCx, TXT
Number of Pages : 54 pages
Age + : 15 years
Language : English
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