Credible Threats in Negotiations 53 •Behavioral decision analysis: what makes

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Credible Threats in Negotiations 53 •Behavioral decision analysis: what makesThe game theoretic modelling of negotiations has been an active research area for the past five decades, that started with the seminal work by Nobel laureate John Nash in the early 1950s. This book provides a survey of some of the major developments in the field of strategic bargaining models with an emphasize on the role of threats in the negotiation process. Threats are all actions outside the negotiation room that negotiators have ate their