A game-theoretic approach to the negotiation problem
Johnston, John M.
Bornstein, Paul A.
Torrance, Charles C.
MetadataShow full item record
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.
RightsThis 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.
Showing items related by title, author, creator and subject.
Cohen, Taya R.; Helzer, Erik G.; Creo, Robert A. (Wiley, 2022);Lawyers have broad discretion in deciding how honestly to behave when negotiating. We propose that lawyers’ choices about whether to disclose information to correct misimpressions by opposing counsel are guided by their ...
Bennett, Robert John (Monterey, California. Naval Postgraduate School, 1991-12);This research sought to determine what, if any, effect the buyer's engaging in preparatory simulated negotiations has on the negotiation outcome. If it were found that the buyer's engaging in preparatory simulated negotiation ...
Sist, Arno J. (Monterey, California. Naval Postgraduate School, 1994-06);Negotiation is an integral part of everyday life. It is a process whereby parties come together and attempt to reach an agreement that is of mutual benefit and that sets the framework for ...