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On the Theory of Negotiation

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  • Carl M. Stevens

Abstract

I. Introduction, 77. — II. Distinction between "bargaining" and "negotiation," 78. — III. The choice theory model used in this analysis, 79. — IV. An explanation of why the parties negotiate at all, 82. — V. Analysis of the negotiation process itself, 85. — VI. An illustrative application of the model, 87. — VII. Five analytically separable ways in which negotiation may terminate, 90. — VIII. Conclusion, 96.

Suggested Citation

  • Carl M. Stevens, 1958. "On the Theory of Negotiation," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 72(1), pages 77-97.
    • Handle: RePEc:oup:qjecon:v:72:y:1958:i:1:p:77-97.
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    File URL: http://hdl.handle.net/10.2307/1884190
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    Cited by:

    1. Jan Cervenka, 2019. "Bargaining Power: Significance, Structure and Development," ACTA VSFS, University of Finance and Administration, vol. 13(1), pages 79-93.
    2. Richard H. Willis & Myron L. Joseph, 1959. "Bargaining behavior. I. "Prominence" as a predictor of the outcome of games of agreement," Journal of Conflict Resolution, Peace Science Society (International), vol. 3(2), pages 102-113, June.
    3. Lazear, Edward P, 1983. "A Competitive Theory of Monopoly Unionism," American Economic Review, American Economic Association, vol. 73(4), pages 631-643, September.
    4. Yasmi, Yurdi & Kelley, Lisa & Enters, Thomas, 2011. "Forest conflict in Asia and the role of collective action in its management:," CAPRi working papers 102, International Food Policy Research Institute (IFPRI).
    5. Daniel Frei, 1974. "The Regulation of Warfare," Journal of Conflict Resolution, Peace Science Society (International), vol. 18(4), pages 620-633, December.

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