A term used to describe the nature of the “prisoner’s dilemma” in game theory. It is used to highlight the competitive tension between the subjects involved. (Howard Raiffa, The Art and Science of Negotiation [Harvard University Press, 1982], 347) See also: Sharing the Market, Practice Taking Risks, and the Negotiation Roleplay Simulation: Win As Much As You Can.
- Film Screening & Discussion: The Wanted 18
- Dispute Resolution for India and Bangladesh
- How Chaos at the Bargaining Table Can Help Negotiators Reach Agreement
- Managing Difficult Conversations: Achieving Objectives with Backmapping Negotiation Strategies
- Examples of Negotiation in Business: Starbucks and Kraft’s Conflict Management