On the Theory of Negotiation

Carl M. Stevens

The Quarterly Journal of Economics, 1958, vol. 72, issue 1, 77-97

Abstract: I. Introduction, 77. — II. Distinction between "bargaining" and "negotiation," 78. — III. The choice theory model used in this analysis, 79. — IV. An explanation of why the parties negotiate at all, 82. — V. Analysis of the negotiation process itself, 85. — VI. An illustrative application of the model, 87. — VII. Five analytically separable ways in which negotiation may terminate, 90. — VIII. Conclusion, 96.

Date: 1958
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