Credible Threats In Negotiations

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Credible Threats in Negotiations

Author : Wilko Bolt
Publisher : Springer Science & Business Media
ISBN 13 : 0306475391
Total Pages : 330 pages
Book Rating : 4.3/5 (64 download)

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Book Synopsis Credible Threats in Negotiations by : Wilko Bolt

Download or read book Credible Threats in Negotiations written by Wilko Bolt and published by Springer Science & Business Media. This book was released on 2005-12-08 with total page 330 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Credible Threats in Negotiations

Author : Wilko Bolt
Publisher :
ISBN 13 : 9781475776386
Total Pages : 344 pages
Book Rating : 4.7/5 (763 download)

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Book Synopsis Credible Threats in Negotiations by : Wilko Bolt

Download or read book Credible Threats in Negotiations written by Wilko Bolt and published by . This book was released on 2014-01-15 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Experimental Studies of Threats in Interpersonal Negotiations

Author :
Publisher : Ardent Media
ISBN 13 :
Total Pages : 28 pages
Book Rating : 4./5 ( download)

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Book Synopsis Experimental Studies of Threats in Interpersonal Negotiations by :

Download or read book Experimental Studies of Threats in Interpersonal Negotiations written by and published by Ardent Media. This book was released on with total page 28 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Unite and (Plea) Bargain

Author : Shmuel Leshem
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (139 download)

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Book Synopsis Unite and (Plea) Bargain by : Shmuel Leshem

Download or read book Unite and (Plea) Bargain written by Shmuel Leshem and published by . This book was released on 2023 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Principals use threats to make agents accept their demands. But what if agents outnumber threats? When negotiating with agents sequentially, a principal may have to forgo some agents to make threats against others credible. This paper examines a fundamental choice that such a principal faces: to divide agents and threats or to unite them. Using plea bargaining between limited-resource prosecution (principal) and offenders (agents), we show that by avoiding division the prosecution may boost--and never weaken--the credibility of its threats. We discuss the implications of this result for federalization of crime, employment negotiations, and formation of military alliances.

The Strategy of Conflict

Author : Thomas C. Schelling
Publisher : Harvard University Press
ISBN 13 : 9780674840317
Total Pages : 332 pages
Book Rating : 4.8/5 (43 download)

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Book Synopsis The Strategy of Conflict by : Thomas C. Schelling

Download or read book The Strategy of Conflict written by Thomas C. Schelling and published by Harvard University Press. This book was released on 1980 with total page 332 pages. Available in PDF, EPUB and Kindle. Book excerpt: Analyzes the nature of international disagreements and conflict resolution in terms of game theory and non-zero-sum games.

The Effects of Threats

Author : George Kent
Publisher :
ISBN 13 :
Total Pages : 148 pages
Book Rating : 4.3/5 (91 download)

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Book Synopsis The Effects of Threats by : George Kent

Download or read book The Effects of Threats written by George Kent and published by . This book was released on 1967 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Negotiation Analysis

Author : H. Peyton Young
Publisher : University of Michigan Press
ISBN 13 : 9780472081578
Total Pages : 224 pages
Book Rating : 4.0/5 (815 download)

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Book Synopsis Negotiation Analysis by : H. Peyton Young

Download or read book Negotiation Analysis written by H. Peyton Young and published by University of Michigan Press. This book was released on 1991 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: "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.

Games, Threats and Treaties

Author : Jon Hovi
Publisher : Burns & Oates
ISBN 13 :
Total Pages : 168 pages
Book Rating : 4.3/5 (91 download)

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Book Synopsis Games, Threats and Treaties by : Jon Hovi

Download or read book Games, Threats and Treaties written by Jon Hovi and published by Burns & Oates. This book was released on 1998 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Friendly Threats? The Linking of Threats and Promises in Negotiation

Author : Anne L. Lytle
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)

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Book Synopsis Friendly Threats? The Linking of Threats and Promises in Negotiation by : Anne L. Lytle

Download or read book Friendly Threats? The Linking of Threats and Promises in Negotiation written by Anne L. Lytle and published by . This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The strategic use of threats in negotiations does not always result in the intended outcome for the threatener. While the threatener may seek to highlight his or her power for the purpose of influencing the behaviour of the target, and subsequently improving his or her negotiated outcome, threats may backfire. If threats incite anger or contentious tactics, potentially resulting in a conflict spiral, or simply reduce cooperativeness and increase competitiveness, threats can result in increased impasse rates and decreased joint outcomes (Neale and Northcraft, 1991; Schelling, 1960). The purpose of this study is to explore two types of threat characteristics, emotional style of threat delivery and the linking of specific positive consequences to threat content, and their impact on negotiation outcomes and perceptions of fairness and satisfaction.

Negotiating the Impossible

Author : Deepak Malhotra
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1626566992
Total Pages : 295 pages
Book Rating : 4.6/5 (265 download)

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Book Synopsis Negotiating the Impossible by : Deepak Malhotra

Download or read book Negotiating the Impossible written by Deepak Malhotra and published by Berrett-Koehler Publishers. This book was released on 2018-07-19 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: “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

Negotiation Genius

Author : Deepak Malhotra
Publisher : Bantam
ISBN 13 : 0553384112
Total Pages : 354 pages
Book Rating : 4.5/5 (533 download)

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Book Synopsis Negotiation Genius by : Deepak Malhotra

Download or read book Negotiation Genius written by Deepak Malhotra and published by Bantam. This book was released on 2008-08-26 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Negotiation

Author : L. J. Nieuwmeijer
Publisher : HSRC Press
ISBN 13 : 9780796913036
Total Pages : 196 pages
Book Rating : 4.9/5 (13 download)

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Book Synopsis Negotiation by : L. J. Nieuwmeijer

Download or read book Negotiation written by L. J. Nieuwmeijer and published by HSRC Press. This book was released on 1992 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: The purpose of the book is to provide a useful overview of negotiation theory, research and training. It covers the work of practitioners and researchers from many disciplines. It also includes references to research done by directly observing real (as opposed to simulated) intercultural negotiations in Southern Africa. The book surveys the nature and significance of negotiation and discusses the latest thinking on the subject. Concepts like negotiation, collective bargaining, mediation, persuasion, arbitration and lobbying are defined.

Getting to Yes

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)

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Book Synopsis Getting to Yes by : Roger Fisher

Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

'Take it Or Leave It' Offers

Author : Selcuk Ozyurt
Publisher :
ISBN 13 :
Total Pages : 38 pages
Book Rating : 4.:/5 (13 download)

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Book Synopsis 'Take it Or Leave It' Offers by : Selcuk Ozyurt

Download or read book 'Take it Or Leave It' Offers written by Selcuk Ozyurt and published by . This book was released on 2015 with total page 38 pages. Available in PDF, EPUB and Kindle. Book excerpt: A bargainer uses "take it or leave it" offers to signal that he is not willing to make further concessions (commitment threat) and that he will leave the bargaining table unless his demand is accepted (exit threat). This paper investigates the impact of these threats on rational negotiators' equilibrium shares and behavior in a bilateral negotiation. The threats are credible because the negotiators are assumed to have the opportunity of mimicking obstinate types-who, for some reason, are constrained to implement their threats-and to build reputation on their obstinacy. The existence of the endogenous deadline option for one of the players has two main effects: (1) it renders the deal unique and efficient, and (2) shifts the bargaining power towards the player who can influence the deadline.

Smart Negotiating

Author : James C. Freund
Publisher : Simon and Schuster
ISBN 13 : 0671869213
Total Pages : 260 pages
Book Rating : 4.6/5 (718 download)

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Book Synopsis Smart Negotiating by : James C. Freund

Download or read book Smart Negotiating written by James C. Freund and published by Simon and Schuster. This book was released on 1993-06-08 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: The four vital steps for successful negotiation--explained with wit and clarity by a master negotiator. Using examples from his own broad range of negotiating experiences, Freund presents a "game-plan" approach to negotiating--a technique far more successful than hardball competition or win-win cooperation.

Negotiating Public Health in a Globalized World

Author : David Fairman
Publisher : Springer Science & Business Media
ISBN 13 : 9400727801
Total Pages : 188 pages
Book Rating : 4.4/5 (7 download)

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Book Synopsis Negotiating Public Health in a Globalized World by : David Fairman

Download or read book Negotiating Public Health in a Globalized World written by David Fairman and published by Springer Science & Business Media. This book was released on 2012-01-05 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a new era of global health diplomacy, the most important tool for decision-making is negotiation. Globalization is binding countries, issues and people together as never before. In the domain of public health, traditional international concerns like the spread of infectious diseases have been joined by new concerns and challenges in managing the health impacts of trade and intellectual property rights, and by new opportunities to create effective global public health agreements and programs. To address the major health crises of today and to prevent or mitigate them in the future, countries must seek collective agreement and action within and across their borders. However, the world of international negotiation is not the world in which health decision-makers reside or are most comfortable. The goal of this guide is to provide health policy-makers with practical information and negotiation tools, to help them create better international health agreements and programs. "This is the best book I know to help health professionals develop the negotiation skills necessary to meet the challenges of global health diplomacy. It is filled with wise advice and invaluable tools for success." Professor Jeswald W. Salacuse, The Fletcher School of Law and Diplomacy, Tufts University

HBR Guide to Emotional Intelligence (HBR Guide Series)

Author : Harvard Business Review
Publisher : Harvard Business Press
ISBN 13 : 1633692736
Total Pages : 256 pages
Book Rating : 4.6/5 (336 download)

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Book Synopsis HBR Guide to Emotional Intelligence (HBR Guide Series) by : Harvard Business Review

Download or read book HBR Guide to Emotional Intelligence (HBR Guide Series) written by Harvard Business Review and published by Harvard Business Press. This book was released on 2017-06-06 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Managing the human side of work Research by Daniel Goleman, a psychologist and coauthor of Primal Leadership, has shown that emotional intelligence is a more powerful determinant of good leadership than technical competence, IQ, or vision. Influencing those around us and supporting our own well-being requires us to be self-aware, know when and how to regulate our emotional reactions, and understand the emotional responses of those around us. No wonder emotional intelligence has become one of the crucial criteria in hiring and promotion. But luckily it’s not just an innate trait: Emotional intelligence is composed of skills that all of us can learn and improve on. In this guide, you’ll learn how to: Determine your emotional intelligence strengths and weaknesses Understand and manage your emotional reactions Deal with difficult people Make smarter decisions Bounce back from tough times Help your team develop emotional intelligence Arm yourself with the advice you need to succeed on the job, with the most trusted brand in business. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.