A game-theoretic approach to the negotiation problem

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Author
Johnston, John M.
Bornstein, Paul A.
Date
1964Advisor
Torrance, Charles C.
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The essential elements of a negotiation are examined. The formulation and solution of basic games are discussed. The negotiation process is formulated as a game in order to demonstrate the value of Game Theory in providing insight into certain aspects of negotiation. The aspects specifically treated include selection of an initial position, operation, threats, and coalitions.
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This publication is a work of the U.S. Government as defined in Title 17, United States Code, Section 101. Copyright protection is not available for this work in the United States.Collections
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