Author: Wilko Bolt
Publisher: Springer Science & Business Media
ISBN: 0306475391
Category : Business & Economics
Languages : en
Pages : 330
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Book Description
The game-theoretic modelling of negotiations has been an active research area for the past five decades, that started with the seminal work by Nobel laureate John Nash in the early 1950s. This book provides a survey of some of the major developments in the field of strategic bargaining models with an emphasize on the role of threats in the negotiation process. Threats are all actions outside the negotiation room that negotiators have ate their disposal and the use of these actions affect the bargaining position of all negotiators. Of course, each negotiator aims to strengthen his own position. Examples of threats are the announcement of a strike by a union in centralized wage bargaining, or a nation’s announcement of a trade war directed against other nations in negotiations for trade liberalization. This book is organized on the basis of a simple guiding principle: The situation in which none of the parties involved in the negotiations has threats at its disposal is the natural benchmark for negotiations where the parties can make threats. Also on the technical level, negotiations with variable threats build on and extend the techniques applied in analyzing bargaining situations without threats. The first part of this book, containing chapter 3-6, presents the no-threat case, and the second part, containing chapter 7-10, extends the analysis for negotiation situations where threats are present. A consistent and unifying framework is provided first in 2.
Author: Wilko Bolt
Publisher:
ISBN: 9781475776386
Category :
Languages : en
Pages : 344
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Book Description
Author: Thomas C. Schelling
Publisher: Harvard University Press
ISBN: 9780674840317
Category : History
Languages : en
Pages : 332
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Book Description
Analyzes the nature of international disagreements and conflict resolution in terms of game theory and non-zero-sum games.
Author:
Publisher: Ardent Media
ISBN:
Category :
Languages : en
Pages : 28
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Book Description
Author: Shmuel Leshem
Publisher:
ISBN:
Category :
Languages : en
Pages : 0
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Book Description
Principals use threats to make agents accept their demands. But what if agents outnumber threats? When negotiating with agents sequentially, a principal may have to forgo some agents to make threats against others credible. This paper examines a fundamental choice that such a principal faces: to divide agents and threats or to unite them. Using plea bargaining between limited-resource prosecution (principal) and offenders (agents), we show that by avoiding division the prosecution may boost--and never weaken--the credibility of its threats. We discuss the implications of this result for federalization of crime, employment negotiations, and formation of military alliances.
Author: George Kent
Publisher:
ISBN:
Category : Language Arts & Disciplines
Languages : en
Pages : 148
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Book Description
Author: Jim Anderson
Publisher: Createspace Independent Publishing Platform
ISBN: 9781540323170
Category :
Languages : en
Pages : 74
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Book Description
As individuals we have a tendency to shy away from getting involved in arguments. We view them as being confrontational and filled with emotions. However, when it comes to negotiating and when we have a different view of the world than the other side of the table, it turns out that a little bit of arguing might be just what the doctor ordered. What You'll Find Inside: 6 THINGS A SALES NEGOTIATOR NEEDS TO KNOW ABOUT USING THREATS DURING A NEGOTIATION GET WHAT YOU WANT BY BRINGING A PURPLE MONKEY TO YOUR NEXT NEGOTIATION LEGAL INTIMIDATION: 5 WAYS TO DEFEND AGAINST IT NEGOTIATORS NEED TO LEARN HOW TO DEAL WITH EXPERTS Every negotiation is a fast flowing affair. This means that a skilled negotiator knows to not make up his or her mind too early on in the negotiations so that they can remain flexible and open to new ideas. If we get backed into a corner during the negotiations, we may consider using threats to work our way out. However, as with everything in life, there are ramifications to using threats. The good news about a negotiation is that as a negotiator you don't have to be perfect. This means that you are not required to know everything. Additionally, during the negotiation if it suits you, you can act irrationally. Do be careful about coming across as being too smooth of a negotiator because if you do, then nobody will like you. During a negotiation you'll have many decisions that you'll have to make. Taking the high ground is one that always seems to pay off. Using standards to back up your position can help establish your credibility. To take this one step further, you need to be aware of any applicable regulations and laws that pertain to the issues being negotiated and you need to use them to the fullest extent. Our goal in any negotiation is to be able to reach a deal that we can live with. In order to make this happen we can do extraordinary things like bringing a purple money to the negotiations. We also have to learn how to deal with any legal intimidation that the other side may throw at us. We'll have to be prepared to stand our ground if the other side tries to raise the stakes or brings experts into the negotiations.
Author: H. Peyton Young
Publisher: University of Michigan Press
ISBN: 9780472081578
Category : Business & Economics
Languages : en
Pages : 224
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Book Description
"H. Peyton Young has brought together the foremost experts from a variety of disciplines that have a bearing on negotiation analysis. Using techniques and examples drawn from fields including game theory, decision theory, economics, and experimental psychology, the contributors to Negotiation Analysis emphasize careful, systematic thinking about the negotiation process and show how recent work in these areas lends insight into an activity that plays such a central role in modern business, diplomacy, politics, and the law." "Each chapter in Negotiation Analysis focuses on a different aspect of negotiation, building a comprehensive exploration of the process in a wide variety of situations. The major topics are the design of incentives for communicating information, the uses of third parties, the role of fairness arguments in bargaining, the analysis of trade-offs, the effects of cognitive biases, the dangers of escalation, and the dynamics of coalition formation." "The book has been carefully designed and edited to provide a challenging but accessible source of guidance and understanding for readers familiar with introductory theory who wish to deepen their knowledge and to grasp ideas that relate more closely to the real and complicated situations in which most negotiations are conducted." --Book Jacket.
Author: Jon Hovi
Publisher: Burns & Oates
ISBN:
Category : Language Arts & Disciplines
Languages : en
Pages : 168
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Book Description
Organised in 3 parts, and using modern game theory as an analytical tool, this book analyses the difficult art of commitment in international relations. No knowledge of game theory is needed for this book.
Author: Anne L. Lytle
Publisher:
ISBN:
Category :
Languages : en
Pages : 0
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Book Description
The strategic use of threats in negotiations does not always result in the intended outcome for the threatener. While the threatener may seek to highlight his or her power for the purpose of influencing the behaviour of the target, and subsequently improving his or her negotiated outcome, threats may backfire. If threats incite anger or contentious tactics, potentially resulting in a conflict spiral, or simply reduce cooperativeness and increase competitiveness, threats can result in increased impasse rates and decreased joint outcomes (Neale and Northcraft, 1991; Schelling, 1960). The purpose of this study is to explore two types of threat characteristics, emotional style of threat delivery and the linking of specific positive consequences to threat content, and their impact on negotiation outcomes and perceptions of fairness and satisfaction.
