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  • 1998
  • Chapter
  • Debating Rationality: Nonrational Aspects of Organizational Decision Making

Can Negotiators Outperform Game Theory?

By: M. H. Bazerman, R. Gibbons, L. Thompson and K. L. McGinn
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Keywords

Negotiation Participants; Game Theory; Performance

Citation

Bazerman, M. H., R. Gibbons, L. Thompson, and K. L. McGinn. "Can Negotiators Outperform Game Theory?" Chap. 4 in Debating Rationality: Nonrational Aspects of Organizational Decision Making, edited by J. Halpern and R. N. Stern, 78–98. Ithaca, NY: ILR Press, 1998. (Reprinted in A. Rau, E. Sherman, & S. Peppet (Eds.), Processes of Dispute Resolution, Foundation Press, 2002.)
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About The Authors

Max H. Bazerman

Negotiation, Organizations & Markets
→More Publications

Kathleen L. McGinn

Negotiation, Organizations & Markets
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    • March 2023
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    Río Curicó Teaching Note: Video Short I

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    Teaching Note for Endesa Chile: Raising the Ralco Dam & Río Curicó: A Six-party Negotiation Exercise

    By: Julian Zlatev, Kathleen McGinn, Katherine Chen and Rachel Drapper
    • 2022
    • Behavioral Science & Policy

    Leadership & Overconfidence

    By: Don A Moore and Max H. Bazerman
More from the Authors
  • Río Curicó Teaching Note: Video Short I By: Kathleen L. McGinn and Julian Zlatev
  • Teaching Note for Endesa Chile: Raising the Ralco Dam & Río Curicó: A Six-party Negotiation Exercise By: Julian Zlatev, Kathleen McGinn, Katherine Chen and Rachel Drapper
  • Leadership & Overconfidence By: Don A Moore and Max H. Bazerman
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