作者：BALAKRISHNAN, PV; ELIASHBERG, J
作者单位：University of Pennsylvania
摘要：There has been a call to investigate the negotiation process (Gale 1986, Shubik 1982), as it is felt that this would yield important insights beyond those obtained by outcome-oriented theories (Roth 1979). This paper proposes a new analytical process model that captures both behavioral and economic aspects related to two-party negotiations. The proposed model, inspired by Pruitt's (1981) work, explicitly incorporates concepts which are both relevant and crucial, such as the negotiators' power,...
