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You can't always get what you want: Strategic issues in Negotiation

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  • Claude Alavoine

Abstract

Negotiation is a process based on strategic choices. Each participant must fix carefully its objectives and decide what are the most appropriate ways and means in order to attain those. While in practice negotiation is always a mix of cooperation and co

Suggested Citation

  • Claude Alavoine, 2014. "You can't always get what you want: Strategic issues in Negotiation," Working Papers 2014-275, Department of Research, Ipag Business School.
  • Handle: RePEc:ipg:wpaper:2014-275
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    File URL: http://www.ipag.fr/wp-content/uploads/recherche/WP/IPAG_WP_2014_275.pdf
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    9. repec:ipg:wpaper:2014-501 is not listed on IDEAS

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    Keywords

    Negotiation; Strategy; Objectives; Stakes; Power;

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