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Druckman, D. (1992). The Situational Levers of Negotiating Flexibility. IIASA Working Paper. IIASA, Laxenburg, Austria: WP-92-017
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Abstract
This is an experimental study of some aspects of a negotiation situation that may influence a bargainer's decisions about his or her positions and tactics. The experiment is an attempt to explore hypothesized relationships between these types of variables in the setting of a simulated international conference on environmental regulation. It is regarded as a next step in a progression of analytical work on these relationships. In order to place the experiment in that analytical context, a general discussion of the meaning of negotiating flexibility and of situational levers precedes a description of methods and results. A final section develops implications of the findings for further work on this topic.
| Item Type: | Monograph (IIASA Working Paper) |
|---|---|
| Research Programs: | Processes of International Negotiation Network (PIN) |
| Depositing User: | IIASA Import |
| Date Deposited: | 15 Jan 2016 02:02 |
| Last Modified: | 27 Aug 2021 17:14 |
| URI: | https://pure.iiasa.ac.at/3681 |
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