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On the Theory of Negotiation

Carl M. Stevens

Reed College

I. Introduction, 77. — II. Distinction between “bargaining” and “negotiation,” 78. — III. The choice theory model used in this analysis, 79. — IV. An explanation of why the parties negotiate at all, 82. — V. Analysis of the negotiation process itself, 85. — VI. An illustrative application of the model, 87. — VII. Five analytically separable ways in which negotiation may terminate, 90. — VIII. Conclusion, 96.

DOI

10.2307/1884190

Volume

72 (1)

Pages

77

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