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You can't always get what you want: Strategic issues in Negotiation

Claude Alavoine ()

No 2014-275, Working Papers from Department of Research, Ipag Business School

Abstract: Negotiation is a process based on strategic choices. Each participant must fix carefully its objectives and decide what are the most appropriate ways and means in order to attain those. While in practice negotiation is always a mix of cooperation and co

Keywords: Negotiation; Strategy; Objectives; Stakes; Power (search for similar items in EconPapers)
Pages: 9 pages
Date: 2014-01-01
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