Abstract
It is through communication that bargainers reach settlements. Effective communication provides several positive benefits to bargainers. Communication can enable negotiators to exploit the cooperative elements present in bargaining. A communication of basic interests can permit bargainers to develop new alternatives that offer both sides gains. When several issues are present, communication can permit bargainers to exploit differences in preferences in designing agreements that beat other alternatives.
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© 1984 Plenum Press, New York
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Sullivan, T.J. (1984). Information and Communication, Negotiation, and Mediation. In: Resolving Development Disputes Through Negotiations. Environment, Development and Public Policy. Springer, Boston, MA. https://doi.org/10.1007/978-1-4613-2757-8_7
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DOI: https://doi.org/10.1007/978-1-4613-2757-8_7
Publisher Name: Springer, Boston, MA
Print ISBN: 978-1-4612-9705-5
Online ISBN: 978-1-4613-2757-8
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