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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| Format: | Working Paper |
| Language: | English |
| Published: |
2016
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| Online Access: | https://hdl.handle.net/10356/87943 http://hdl.handle.net/10220/39826 |
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| Institution: | Nanyang Technological University |
| Language: | English |