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Volumn , Issue , 2005, Pages 87-101

Negotiation theories

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Indexed keywords


EID: 84884285188     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.4324/9780203006979     Document Type: Chapter
Times cited : (1)

References (37)
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    • Bartos, O. J. (1977) 'Simple model of negotiation: a sociological point of view', in I. W. Zartman (ed.) The Negotiation Process: Theories and Application, Sage Publications, London, pp. 13-28.
    • (1977) The Negotiation Process: Theories and Application , pp. 13-28
    • Bartos, O.J.1
  • 5
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    • A theory of the bargaining process
    • O. R. Young (ed.), University of Illinois Press, Urbana, IL
    • Cross, J. G. (1975) 'A theory of the bargaining process', in O. R. Young (ed.) Bargaining: Formal Theories of Negotiation, University of Illinois Press, Urbana, IL, pp. 191-218.
    • (1975) Bargaining: Formal Theories of Negotiation , pp. 191-218
    • Cross, J.G.1
  • 6
    • 0005949443 scopus 로고
    • Negotiation as a learning process
    • I. W. Zartman (ed.), Sage Publications, London
    • Cross, J. G. (1977) 'Negotiation as a learning process', in I. W. Zartman (ed.) The Negotiation Process: Theories and Application, Sage Publications, London, pp. 29-54.
    • (1977) The Negotiation Process: Theories and Application , pp. 29-54
    • Cross, J.G.1
  • 8
    • 0009929673 scopus 로고    scopus 로고
    • 2nd edn, Institute of Personnel and Development, London
    • Fowler, A. (1996) Negotiation Skills and Strategies, 2nd edn, Institute of Personnel and Development, London.
    • (1996) Negotiation Skills and Strategies
    • Fowler, A.1
  • 10
    • 67650093411 scopus 로고
    • The effectiveness of different offer strategies in bargaining
    • D. Druckman (ed.), Sage Publications, London
    • Hammer, W. C. and Clay, G. A. (1977) 'The effectiveness of different offer strategies in bargaining', in D. Druckman (ed.) Negotiations, Social Psychological Perspectives, Sage Publications, London.
    • (1977) Negotiations, Social Psychological Perspectives
    • Hammer, W.C.1    Clay, G.A.2
  • 12
    • 38249015887 scopus 로고
    • The exponential covergence of bayesian learning in normal form games
    • Jordan, J. S. (1992) 'The exponential covergence of bayesian learning in normal form games', Games and Economic Behaviour, 4: 202-17.
    • (1992) Games and Economic Behaviour , vol.4 , pp. 202-217
    • Jordan, J.S.1
  • 13
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    • Negotiation and cooperation in multi-agent environments
    • Special Issue on Economic Principles of Multi-agent Systems
    • Kraus, S. (1997) 'Negotiation and cooperation in multi-agent environments', Artificial Intelligence Journal, 94(1-2): 79-98. Special Issue on Economic Principles of Multi-agent Systems.
    • (1997) Artificial Intelligence Journal , vol.94 , Issue.1-2 , pp. 79-98
    • Kraus, S.1
  • 15
    • 0032343515 scopus 로고    scopus 로고
    • Reflections on the nature of multi-agent coordination and its implementations for an agent architecture
    • Lesser, V. (1998) 'Reflections on the nature of multi-agent coordination and its implementations for an agent architecture', Autonomous Agents and Multi-agent Systems, 1: 89-111.
    • (1998) Autonomous Agents and Multi-agent Systems , vol.1 , pp. 89-111
    • Lesser, V.1
  • 18
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    • The bargaining problem
    • Nash, J. F. (1950) 'The bargaining problem', Econometrica, 28: 155-62.
    • (1950) Econometrica , vol.28 , pp. 155-162
    • Nash, J.F.1
  • 19
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    • Two-person cooperative games
    • Nash, J. F. (1953) 'Two-person cooperative games', Econometrica, 21: 128-40.
    • (1953) Econometrica , vol.21 , pp. 128-140
    • Nash, J.F.1
  • 23
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    • Belknap Press of Harvard University Press, Cambridge, MA
    • Raiffa, H. (1982) The Art and Science of Negotiation, Belknap Press of Harvard University Press, Cambridge, MA.
    • (1982) The Art and Science of Negotiation
    • Raiffa, H.1
  • 31
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    • Negotiation as a psychological process
    • I. W. Zartman (ed.), Sage Publications, London
    • Spector, B. I. (1977) 'Negotiation as a psychological process', in I. W. Zartman (ed.) The Negotiation Process: Theories and Application, Sage Publications, London, pp. 55-66.
    • (1977) The Negotiation Process: Theories and Application , pp. 55-66
    • Spector, B.I.1
  • 35
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    • The University of Michigan Press, Ann Arbor, MI
    • Young, H. P. (1991) Negotiation Analysis, The University of Michigan Press, Ann Arbor, MI.
    • (1991) Negotiation Analysis
    • Young, H.P.1
  • 36
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    • Bargaining: Formal Theories of Negotiation
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    • Young, O. R. (ed.) (1975) Bargaining: Formal Theories of Negotiation, University of Illinois Press, Urbana, IL.
    • (1975)
    • Young, O.R.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.