On creating and claiming value in negotiations

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dc.citation.epage251en_US
dc.citation.issueNumber3en_US
dc.citation.spage237en_US
dc.citation.volumeNumber10en_US
dc.contributor.authorBac, M.en_US
dc.date.accessioned2016-02-08T10:34:00Z
dc.date.available2016-02-08T10:34:00Z
dc.date.issued2001en_US
dc.departmentDepartment of Economicsen_US
dc.description.abstractThis paper presents a negotiation model that includes value creation. It shows that creative negotiation efforts tend to intensify toward the deadline, and that the deadline is determined endogenously by the tension between two motives, creating more value and claiming from existing value. When the parties can present "misleading" offers in order to claim rather than create value, the outcome in early negotiation rounds may display an impasse where any proposal is rejected without inspection, while negotiation activities such as value creation through "sincere" offers and inspection of clauses intensify toward the deadline.en_US
dc.description.provenanceMade available in DSpace on 2016-02-08T10:34:00Z (GMT). No. of bitstreams: 1 bilkent-research-paper.pdf: 70227 bytes, checksum: 26e812c6f5156f83f0e77b261a471b5a (MD5) Previous issue date: 2001en
dc.identifier.doi10.1023/A:1011210015279en_US
dc.identifier.eissn1572-9907
dc.identifier.issn0926-2644
dc.identifier.urihttp://hdl.handle.net/11693/24760
dc.language.isoEnglishen_US
dc.publisherSpringer Netherlandsen_US
dc.relation.isversionofhttp://dx.doi.org/10.1023/A:1011210015279en_US
dc.source.titleGroup Decision and Negotiationen_US
dc.subjectContributive effortsen_US
dc.subjectDynamic gameen_US
dc.subjectNegotiationsen_US
dc.titleOn creating and claiming value in negotiationsen_US
dc.typeArticleen_US

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