Determinants of the Choice of a Negotiating Strategy

Jacques Rojot
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Jacques Rojot: University of Paris I - Sorbonne

Chapter 3 in Negotiation: From Theory to Practice, 1991, pp 63-93 from Palgrave Macmillan

Abstract: Abstract This chapter assembles a series of elements which are going to be the building blocks out of which strategy can be erected and tactics selected.

Keywords: Bargaining Power; Industrial Relation; Strategy Choice; Collective Rationality; Bounded Rationality (search for similar items in EconPapers)
Date: 1991
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-349-11445-0_4

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DOI: 10.1007/978-1-349-11445-0_4

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