Negotiation as Friendship Formation

in International Negotiation
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Abstract

Friendship between negotiators can play an important part in bringing about a lasting agreement. A theory of friendship helps to explain why friends often behave in generous fashion towards each other, and why they tend to reciprocate. A simple model is used to show how generosity and reciprocation affect the negotiation process and the chances of an agreement.

International Negotiation

A Journal of Theory and Practice

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