Criteria and Means of Decision-Making during Negotiation
Type de matériel :
TexteLangue : français Détails de publication : 2006.
Sujet(s) : Ressources en ligne : Abrégé : Negotiation is too seldom considered to be a decision-making process and thus examined in the light of decision theory. After a brief presentation of current research on decision theory, this paper presents some means for decision-making during negotiation, grounded on the author’s eight years of training experience in negotiation. The results may be used for further research at the intersection between negotiation theory and decision theory.
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Negotiation is too seldom considered to be a decision-making process and thus examined in the light of decision theory. After a brief presentation of current research on decision theory, this paper presents some means for decision-making during negotiation, grounded on the author’s eight years of training experience in negotiation. The results may be used for further research at the intersection between negotiation theory and decision theory.
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