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Control the Conversation by Maryann Karinch, James O. Pyle

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CHAPTER 7

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NEGOTIATIONS AND SALES

Golden Balls is a British game show featuring negotiation in the final round. It's a derivation of a strategy game called Prisoner's Dilemma, designed to demonstrate how two supposedly rational people might not cooperate with each other even though it appears to be in their best interests to cooperate.

In Golden Balls, having accumulated a certain pot of money, two contestants must choose either a golden ball with the word “split” inside, or one with the word “steal.” If both contestants choose “split,” they split the winnings earned. If both choose “steal,” they both go home with nothing. If one chooses “split” ...

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