ABSTRACT

The concept of negotiation is critical to coping with all manner of strategic problems that arise in the everyday dealings that people have with each other and organizations. Game theory illustrates this to the full and shows how these problems can be solved.This is a revised edition of a classic book and uses some wonderfully adroit case studies t

chapter 1|28 pages

Negotiations in the Bible

chapter 5|30 pages

Threats and Reputation in Bargaining

chapter 6|22 pages

Threats in Two Domestic Crises

chapter 7|38 pages

Bargaining in Legislatures

chapter 8|36 pages

Bargaining Power

chapter 9|4 pages

Epilogue