Negotiation as the Art of the Deal

Author: Matthew O. Jackson, Hugo F. Sonnenschein, Yiqing Xing, Christis G. Tombazos

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Document Details

Title: Negotiation as the Art of the Deal

Author: Matthew O. Jackson, Hugo F. Sonnenschein, Yiqing Xing, Christis G. Tombazos

Description: A 90-page economic theory paper on multi-aspect deal-making under asymmetric information. Combines theoretical analysis with experiments showing how identifying mutual gains redirects negotiators from posturing to value creation.

Pages: 91

Size: 0.55 MB

Format: PDF

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