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Negotiation as Friendship Formation

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image of International Negotiation

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.

Affiliations: 1: Department of Sociology, University of Colorado, Boulder, Co 80309-0327, USA

10.1163/157180696X00278
/content/journals/10.1163/157180696x00278
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/content/journals/10.1163/157180696x00278
1996-01-01
2016-12-08

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