Value of risk information in negotiations with evolving preferences
Abstract
Guidance on negotiation stresses thorough and careful preparation during the pre-negotiation phase leading up to the actual negotiation discussion. One vital aspect of preparation is to evaluate the interests, preferences, and priorities of both yourself and the opposing party. Traditional negotiation models treat preferences as static. However, preferences may be dynamic, and may change as scenarios before, during, or after the negotiation...
Paper Details
Title
Value of risk information in negotiations with evolving preferences
Published Date
Oct 9, 2019
Journal
Volume
23
Issue
10
Pages
1353 - 1369
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