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Homans's theorem |
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This, according to the sociologist George Homans, asserts that in a negotiation ‘The more the items at stake can be divided into goods valued more by one party than they cost to the other and goods valued more by the other party than they cost to the first, the greater the chances of successful outcomes’. In other words it is not likely to be difficult for a negotiation to be successfully concluded between a meat-loving weight-watcher embarrassed by a gift of chocolates and a sweet-toothed vegetarian with a joint of beef won in a raffle. See also linkage. |
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| Other Terms : appeasement | diplomatic history | agent |
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