The Situational Levers of Negotiating Flexibility

Druckman, D. (1992). The Situational Levers of Negotiating Flexibility. IIASA Working Paper. IIASA, Laxenburg, Austria: WP-92-017

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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

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