How Bargaining Alters Outcomes: Bilateral Trade Negotiations And Bargaining Strategies

This article considers bargaining strategies used by government negotiators in the context of bilateral trade disputes. I argue that trade officials reach the most durable agreements by using an integrative, or value creating, strategy and avoiding the use of threats. By contrast, a highly distribut...

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Bibliographic Details
Main Author: Elms, Deborah
Other Authors: S. Rajaratnam School of International Studies
Format: Working Paper
Language:English
Published: 2016
Subjects:
Online Access:https://hdl.handle.net/10356/87943
http://hdl.handle.net/10220/39826
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Institution: Nanyang Technological University
Language: English