Sjoestedt, G. & Avenhaus, R. (2009). Introduction. In: Negotiated Risks: International Talks on Hazardous Issues. Eds. Avenhaus, R. & Sjoestedt, G., Heidelberg: Springer-Verlag. ISBN 978-3-540-92992-5 10.1007/978-3-540-92993-2_1.

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Risk and negotiation is a familiar theme for academics concerned with international bargaining. It is likewise a topic of interest for diplomats, business people, and other practitioners of negotiation. The art of negotiation includes the skill of risk assessment. For example, a recurrent problem confronting negotiators and their advisors is whether to risk pursuing a hard, demanding strategy, try to work out a reasonable compromise, or attempt to construct a win-win solution.Pressuring the opposition to give concessions may help increase ones own share of the disputed values. However, if the pressure is too hard, the other side may choose to withdraw from the negotiation.

Item Type: Book Section
Research Programs: Processes of International Negotiation Network (PIN)
Bibliographic Reference: In: R. Avenhaus, G. Sjoestedt (eds); Negotiated Risks: International Talks on Hazardous Issues; Springer-Verlag, Heidelberg, Germany pp.1-24
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Depositing User: IIASA Import
Date Deposited: 15 Jan 2016 08:42
Last Modified: 27 Aug 2021 17:20

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