Credible Threats In Negotiations

Author : Wilko Bolt,Harold Houba
Publisher : Springer Science & Business Media
Page : 320 pages
File Size : 50,9 Mb
Release : 2006-04-11
Category : Business & Economics
ISBN : 9780306475399

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Credible Threats in Negotiations by Wilko Bolt,Harold Houba Pdf

The game-theoretic modelling of negotiations has been an active research area for the past five decades, that started with the seminal work by Nobel laureate John Nash in the early 1950s. This book provides a survey of some of the major developments in the field of strategic bargaining models with an emphasize on the role of threats in the negotiation process. Threats are all actions outside the negotiation room that negotiators have ate their disposal and the use of these actions affect the bargaining position of all negotiators. Of course, each negotiator aims to strengthen his own position. Examples of threats are the announcement of a strike by a union in centralized wage bargaining, or a nation’s announcement of a trade war directed against other nations in negotiations for trade liberalization. This book is organized on the basis of a simple guiding principle: The situation in which none of the parties involved in the negotiations has threats at its disposal is the natural benchmark for negotiations where the parties can make threats. Also on the technical level, negotiations with variable threats build on and extend the techniques applied in analyzing bargaining situations without threats. The first part of this book, containing chapter 3-6, presents the no-threat case, and the second part, containing chapter 7-10, extends the analysis for negotiation situations where threats are present. A consistent and unifying framework is provided first in 2.

Author : Wilko Bolt,Harold Houba
Publisher : Unknown
Page : 344 pages
File Size : 53,8 Mb
Release : 2014-01-15
Category : Electronic
ISBN : 1475776381

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Credible Threats in Negotiations by Wilko Bolt,Harold Houba Pdf

Author : George Kent
Publisher : Unknown
Page : 148 pages
File Size : 46,8 Mb
Release : 1967
Category : Language Arts & Disciplines
ISBN : UOM:39015002374869

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The Effects of Threats by George Kent Pdf

Author : Jon Hovi
Publisher : Burns & Oates
Page : 168 pages
File Size : 49,6 Mb
Release : 1998
Category : Language Arts & Disciplines
ISBN : UOM:39015047085694

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Games, Threats and Treaties by Jon Hovi Pdf

Organised in 3 parts, and using modern game theory as an analytical tool, this book analyses the difficult art of commitment in international relations. No knowledge of game theory is needed for this book.

Author : Thomas C. Schelling
Publisher : Harvard University Press
Page : 332 pages
File Size : 45,9 Mb
Release : 1980
Category : History
ISBN : 0674840313

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The Strategy of Conflict by Thomas C. Schelling Pdf

Analyzes the nature of international disagreements and conflict resolution in terms of game theory and non-zero-sum games.

Author : Deepak Malhotra
Publisher : Berrett-Koehler Publishers
Page : 295 pages
File Size : 43,7 Mb
Release : 2018-07-19
Category : Business & Economics
ISBN : 9781626566996

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Negotiating the Impossible by Deepak Malhotra Pdf

“Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 42,7 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246

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Getting to Yes by Roger Fisher,William Ury,Bruce Patton Pdf

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Author : Markus A. Lehmann
Publisher : Edward Elgar Publishing
Page : 272 pages
File Size : 52,8 Mb
Release : 2000-01-01
Category : Business & Economics
ISBN : 1782542442

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Negotiating Environmental Quality by Markus A. Lehmann Pdf

Using strategic game theory, this innovative book carefully reviews the detailed negotiations between industry, regulating agencies, and third parties in environmental policy implementation. The analysis is underpinned by an institutional comparison of German and American administrative and environmental law. After presenting an alternative model to address real-world bargaining, Markus Lehmann provides an economic rationale for the use of case-to-case regulation, a policy instrument traditionally neglected if not rejected by environmental economists. He discusses how and to what extent the shortcomings of this instrument can be overcome by a specific institutional design. He presents a clear-cut policy conclusion which is shown to be quite robust under different model structures and varying sets of assumptions.

Author : Deborah Goodwin
Publisher : Routledge
Page : 264 pages
File Size : 48,6 Mb
Release : 2004-11-23
Category : History
ISBN : 9781134267309

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The Military and Negotiation by Deborah Goodwin Pdf

A new investigation of the role of the modern soldier/diplomat and the nature of military negotiation, in comparison with negotiation in other key contexts. This new book presents a detailed analysis of the role of the military in current operations as negotiators and liaison workers in the field. It shows how very few in the academic world are writing on this specific role of the military and the nature of negotiation in this situation, and such a volatile context. This publication is a first in this context, and has a keen audience in light of the current world order. This study breaks new ground in analyzing the nature of military negotiation in relation to more generic forms of negotiation, and assessing the role of the modern soldier/diplomat in recent deployments around the world. The author is an academic working within the military environment, very few people have the same capacity and accessibility to firsthand evidence and observation. Whilst peacekeeping has grown in the last decade or so, no-one has successfully investigated the role of the military and their approach to non-violent conflict resolution on the ground as few have access to such work to make a viable detailed assessment of the nature of negotiation in a violent context, but Dr Goodwin is able to do so.

Author : Deepak Malhotra,Max Bazerman
Publisher : Bantam
Page : 354 pages
File Size : 49,9 Mb
Release : 2008-08-26
Category : Business & Economics
ISBN : 9780553384116

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Negotiation Genius by Deepak Malhotra,Max Bazerman Pdf

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

Author : Steven J. Brams
Publisher : Psychology Press
Page : 336 pages
File Size : 41,6 Mb
Release : 2003
Category : Business & Economics
ISBN : 0415308941

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Negotiation Games by Steven J. Brams Pdf

Steven J. Brams is one of the leading game theorists of his generation. This new edition includes brand new material on topics such as fallback bargaining and principles of rational negotiation.

Author : Stefanie Jung,Peter Krebs
Publisher : Springer
Page : 242 pages
File Size : 50,6 Mb
Release : 2019-06-14
Category : Law
ISBN : 9783030128661

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The Essentials of Contract Negotiation by Stefanie Jung,Peter Krebs Pdf

This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.

Author : D. Davenport
Publisher : Springer
Page : 276 pages
File Size : 44,8 Mb
Release : 2006-10-16
Category : Political Science
ISBN : 9780230601222

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Global Environmental Negotiations and US Interests by D. Davenport Pdf

This book examines the question of why effective action has been taken to ameliorate some global environmental problems while no improvement has been made on others. This book provides a comprehensive typology of the potential costs and benefits of effective agreements and clarifies the leader's true interests on particular environmental issues.

Author : H. Peyton Young
Publisher : University of Michigan Press
Page : 224 pages
File Size : 41,9 Mb
Release : 1991
Category : Business & Economics
ISBN : 0472081578

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Negotiation Analysis by H. Peyton Young Pdf

"H. Peyton Young has brought together the foremost experts from a variety of disciplines that have a bearing on negotiation analysis. Using techniques and examples drawn from fields including game theory, decision theory, economics, and experimental psychology, the contributors to Negotiation Analysis emphasize careful, systematic thinking about the negotiation process and show how recent work in these areas lends insight into an activity that plays such a central role in modern business, diplomacy, politics, and the law." "Each chapter in Negotiation Analysis focuses on a different aspect of negotiation, building a comprehensive exploration of the process in a wide variety of situations. The major topics are the design of incentives for communicating information, the uses of third parties, the role of fairness arguments in bargaining, the analysis of trade-offs, the effects of cognitive biases, the dangers of escalation, and the dynamics of coalition formation." "The book has been carefully designed and edited to provide a challenging but accessible source of guidance and understanding for readers familiar with introductory theory who wish to deepen their knowledge and to grasp ideas that relate more closely to the real and complicated situations in which most negotiations are conducted." --Book Jacket.

Author : Ho-Won Jeong
Publisher : Cambridge University Press
Page : 299 pages
File Size : 46,9 Mb
Release : 2016-04-07
Category : Political Science
ISBN : 9781107026407

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International Negotiation by Ho-Won Jeong Pdf

An in-depth introduction to negotiation, drawing on numerous real-world examples. Accompanied by a rich suite of online resources.