Game theory and the practice of bargaining

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This article seeks to examine the insights for practice that can be obtained from the recent work in explicit, extensive-form models of bargaining. I discuss the results of the theory and compare them to the advice often given to practitioners. Also included are sections on criticisms of these models and possible responses.

Original languageEnglish (US)
Pages (from-to)355-369
Number of pages15
JournalGroup Decision and Negotiation
Issue number4-6
StatePublished - 1996

All Science Journal Classification (ASJC) codes

  • General Decision Sciences
  • Arts and Humanities (miscellaneous)
  • General Social Sciences
  • Strategy and Management
  • Management of Technology and Innovation


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