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Negotiation as a Learning Process

dc.contributor.authorCross, John C.en_US
dc.date.accessioned2010-04-13T18:59:58Z
dc.date.available2010-04-13T18:59:58Z
dc.date.issued1977en_US
dc.identifier.citationCross, John (1977). "Negotiation as a Learning Process." Journal of Conflict Resolution 21(4): 581-606. <http://hdl.handle.net/2027.42/66945>en_US
dc.identifier.issn0022-0027en_US
dc.identifier.urihttps://hdl.handle.net/2027.42/66945
dc.description.abstractThis paper presents a discussion of the role of adapting expectations in the bargaining process. Negotiators are charactenzed as persons who choose bargaining strategies in their attempt to optimize their payoffs from the situation. These strategies are contingent on each party's perception of the strategy of his opponent, and if these perceptions contain errors, expectations will change and this will lead in turn to a modification of each party's strategy choice. The payoff demands and manipulative moves which charactenze the bargaining process are seen as combinations of actions which are specified in the original bargaining plans of the parties and of changes in the plans themselves. The influence of the learnmg process on the settlement point is described as well as some empirical implications of the theory in general.en_US
dc.format.extent3108 bytes
dc.format.extent1252230 bytes
dc.format.mimetypetext/plain
dc.format.mimetypeapplication/pdf
dc.publisherSage Publicationsen_US
dc.titleNegotiation as a Learning Processen_US
dc.typeArticleen_US
dc.subject.hlbsecondlevelPolitical Scienceen_US
dc.subject.hlbtoplevelGovernment, Politics and Lawen_US
dc.subject.hlbtoplevelSocial Sciencesen_US
dc.description.peerreviewedPeer Revieweden_US
dc.contributor.affiliationumDepartment of Economics University of Michiganen_US
dc.description.bitstreamurlhttp://deepblue.lib.umich.edu/bitstream/2027.42/66945/2/10.1177_002200277702100403.pdf
dc.identifier.doi10.1177/002200277702100403en_US
dc.identifier.sourceJournal of Conflict Resolutionen_US
dc.owningcollnameInterdisciplinary and Peer-Reviewed


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