12. Bargaining


Central Idea: Even if you know you would eventually cave in to the other side's demands, the threat of delay can work to your advantage.

Antithesis: If you know you're going to lose at the end of bargaining anyway, give up immediately and cut your losses.

Topics That Might be Discussed in Class

Terms: Multi-dimensional bargaining, Threat point, Take-it-or-leave-it offer.
For Next Time
Additional Material

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