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negotiating game

The following items are tagged negotiating game:

Negotiating Skills: How to Bargain “Behind the Table”

Posted by & filed under Negotiation Skills.

After the fall of the Berlin Wall in 1989, U.S. president George H. W. Bush and his secretary of state, James Baker, were eager to win international support for German reunification and German membership in NATO. But Soviet president Mikhail Gorbachev faced strong opposition to these measures from members of his own Communist Party. Both … Read More 

How Expressing Disappointment Impacts Offers in Negotiations

Posted by & filed under Dispute Resolution.

Most of us have had the experience of feeling disappointment during a negotiation. If a counterpart picks up on this disappointment, will it affect the offers she makes? Professor Gert-Jan Lelieveld of Leiden University and his colleagues considered this question in a recent study. In four experiments, college students were assigned to play a simple negotiating … Read More