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Chapter 3 Distributive Bargaining

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Chapter 3 Distributive Bargaining 저자: Mind Map: Chapter 3 Distributive Bargaining

1. 1. Opening Offers

1.1. Anchoring

1.2. Bracketing

2. 2. The roles of the Norms

2.1. Relational Norm

2.2. Fairness Norm

2.3. Reciprocity Norms

2.4. Good Faith Bargaining

3. 3. Counter Offers

3.1. Framing position

4. 4. Final Negotiated Price