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Description - The Art of Bargaining by Richard Ned Lebow

This study looks at the context in which bargaining takes place, the nature of bargaining, and why people choose to bargain. It reveals three distinct approaches to the process of bargaining: co-ordination (mutual accommodation of each parties' interests); punishment (the use of threats to influence agreement); and reward (making agreements seem more attractive through incentives). Examples from everyday negotiation are used to analyze strategies and goals of bargaining opponents and overcome obstacles at the negotiating table.

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Book Details

ISBN: 9780801851988
ISBN-10: 080185198X
Format: Hardback
(229mm x 152mm x mm)
Pages: 192
Imprint: Johns Hopkins University Press
Publisher: Johns Hopkins University Press
Publish Date: 1-Feb-1996
Country of Publication: United States

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Author Biography - Richard Ned Lebow

Richard Ned Lebow is the director of the Program in International Relations at the University of Pittsburgh's Graduate School of Public and International Affairs.

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