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date: 17 November 2019

Abstract and Keywords

This book describes communication in bargaining. It also presents different perspectives on how bargainers communicate and document the impact of these different communication channels. It also discusses the social influences on bargaining outcomes and processes. The various ways in which others' outcomes affect the negotiations are elaborated. In addition, trust and its influence on bargaining are reported. It determines conditions under which trust is extended and upheld. Furthermore, it looks at bounded rationality and its impact on bargaining. The limitations on individual reasoning and how those limitations impact negotiated outcomes and processes are examined. Moreover, the individual differences in bargaining behavior and outcomes are assessed. The dimensions in which individuals differ and how those differences affect their performance are then evaluated. Finally, the article provides insight into new methodologies and new directions for future research.

Keywords: bargaining, communication channels, negotiations, trust, individual reasoning

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