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Author : Heike Hennig-Schmidt
Release : 1997
Genre :
Kind : eBook
Book Rating : /5 ( reviews)
Book Synopsis Break Offs in Bargaining by : Heike Hennig-Schmidt
Download or read book Break Offs in Bargaining written by Heike Hennig-Schmidt. This book was released on 1997. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Heike Hennig-Schmidt
Release : 2012-12-06
Genre : Business & Economics
Kind : eBook
Book Rating : 754/5 ( reviews)
Book Synopsis Bargaining in a Video Experiment by : Heike Hennig-Schmidt
Download or read book Bargaining in a Video Experiment written by Heike Hennig-Schmidt. This book was released on 2012-12-06. Available in PDF, EPUB and Kindle. Book excerpt: Bilateral bargaining situations are of great importance in reality. Traditional microeconomics, however, make cognitive and motivational assumptions of subjects` full rationality that are revealed as being unrealistic by a growing number of experimental investigations. The present book adds an important contribution to the understanding of principles of boundedly rational behavior by directly observing groups of subjects in a decision situation and videotaping their discussions. A very important result of the book is that the behavior of subjects is guided by aspirations regarding the final outcome. The levels of aspirations are influenced by prominence and different forms of the equity principle resulting in several fairness norms as to the allocation of the amount of money to be divided. Another important feature of the book stems from the analysis of break off discussions and enables a motivational explanation of the emergence of breakdowns in bargaining.
Author : Deborah Kolb
Release : 2001-02-13
Genre : Business & Economics
Kind : eBook
Book Rating : 125/5 ( reviews)
Book Synopsis The Shadow Negotiation by : Deborah Kolb
Download or read book The Shadow Negotiation written by Deborah Kolb. This book was released on 2001-02-13. Available in PDF, EPUB and Kindle. Book excerpt: At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage. Each time people bargain over issues -- a promotion, a contract with a new client, a bigger role in decision-making -- a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men. To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out. Written by Deborah M. Kolb and Judith Williams, two authorities in the field, The Shadow Negotiation shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, The Shadow Negotiation provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.
Author : Reinhard Tietz
Release : 1983
Genre : Business & Economics
Kind : eBook
Book Rating : /5 ( reviews)
Book Synopsis Aspiration Levels in Bargaining and Economic Decision Making by : Reinhard Tietz
Download or read book Aspiration Levels in Bargaining and Economic Decision Making written by Reinhard Tietz. This book was released on 1983. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Kalyan Chatterjee
Release : 2013
Genre : Language Arts & Disciplines
Kind : eBook
Book Rating : 579/5 ( reviews)
Book Synopsis Bargaining in the Shadow of the Market by : Kalyan Chatterjee
Download or read book Bargaining in the Shadow of the Market written by Kalyan Chatterjee. This book was released on 2013. Available in PDF, EPUB and Kindle. Book excerpt: Bargaining in the Shadow of the Market OCo Selected Papers on Bilateral and Multilateral Bargaining consists of selected research in bargaining carried out by Kalyan Chatterjee by himself and with various co-authors. Chatterjee has been one of the earliest researchers to work on noncooperative bargaining theory and has contributed to bilateral bargaining with parties having private information as well as multilateral coalition formation models. Some of his work in each of these areas finds place here.The main theme of this collection of papers is the nature of negotiations when participants have alternatives to continue negotiating, either by beginning negotiations with a different partner or set of partners or by engaging in time-consuming search for such partners. Chapters in this book include: a noncooperative theory of coalitional bargaining and features a laboratory experiment relevant to this theory as well as an extension to political negotiations, search for alternative partners, the effect of markets and bargaining on incentives of players to invest in the partnership and related papers on incentive compatibility, arbitration and a dynamic model of negotiation. The book also includes a new introduction that puts these papers in the context of the broader literature in the field.
