A game-theoretic approach to the negotiation problem
Johnston, John M.
Bornstein, Paul A.
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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