Negotiation as a Learning Process
dc.contributor.author | Cross, John C. | en_US |
dc.date.accessioned | 2010-04-13T18:59:58Z | |
dc.date.available | 2010-04-13T18:59:58Z | |
dc.date.issued | 1977 | en_US |
dc.identifier.citation | Cross, 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.issn | 0022-0027 | en_US |
dc.identifier.uri | https://hdl.handle.net/2027.42/66945 | |
dc.description.abstract | This 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.extent | 3108 bytes | |
dc.format.extent | 1252230 bytes | |
dc.format.mimetype | text/plain | |
dc.format.mimetype | application/pdf | |
dc.publisher | Sage Publications | en_US |
dc.title | Negotiation as a Learning Process | en_US |
dc.type | Article | en_US |
dc.subject.hlbsecondlevel | Political Science | en_US |
dc.subject.hlbtoplevel | Government, Politics and Law | en_US |
dc.subject.hlbtoplevel | Social Sciences | en_US |
dc.description.peerreviewed | Peer Reviewed | en_US |
dc.contributor.affiliationum | Department of Economics University of Michigan | en_US |
dc.description.bitstreamurl | http://deepblue.lib.umich.edu/bitstream/2027.42/66945/2/10.1177_002200277702100403.pdf | |
dc.identifier.doi | 10.1177/002200277702100403 | en_US |
dc.identifier.source | Journal of Conflict Resolution | en_US |
dc.owningcollname | Interdisciplinary and Peer-Reviewed |
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