Rational inefficient compromises in negotiation

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Article ID:	iaor2001921
Country:	United Kingdom
Volume:	8
Issue:	2
Start Page Number:	106
End Page Number:	111
Publication Date:	Mar 1999
Journal:	Journal of Multi-Criteria Decision Analysis
Authors:	Kersten Gregory E., Mallory Geoff R.
Keywords:	negotiation

Abstract:

Korhonnen et al. observe with some dismay that people are often not willing to improve the compromises they have achieved through negotiations and provide some possible explanations and remedies. In this note we attempt to address several of the concerns raised in the letter and point the reader to relevant literature.

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