Appendix 1. Are You a Rational Person?: Check Yourself
Many negotiators consistently violate key principles of rationality. That leaves them open to being exploited or making poor decisions about negotiation. The purpose of this appendix is to introduce the key principles of rational behavior and to check your own rationality. First, we present the key principles of individual rationality, which focuses on how people make independent decisions. Then we present and discuss game theoretic rationality, which focuses on how people make interdependent decisions.
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