Introduction

David Cremer and Madan M. Pillutla
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David Cremer: China Europe International Business School (CEIBS)
Madan M. Pillutla: London Business School (LBS)

Chapter Chapter 1 in Making Negotiations Predictable, 2012, pp 1-12 from Palgrave Macmillan

Abstract: Abstract Most people are familiar with the term ‘negotiations’. The word is so often used in the media nowadays that it is almost impossible to avoid it. Newspapers and television cover many negotiations ranging from discussions about the responsibilities of each country for solving problems arising out of the financial crisis of 2008, to the necessary budget cuts within countries, to footballers and their agents negotiating contractual terms with teams. These examples, which come to mind when the term is introduced, obscure the fact that negotiations are not confined exclusively to financial matters or to the business world.

Keywords: Ultimatum Game; Falkland Island; Social Psychological Research; Motivational Bias; Debt Ceiling (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-02479-4_1

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DOI: 10.1057/9781137024794_1

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