Journal ArticleDOI
Bargaining as a dynamical system
TLDR
In this paper, an elliptic relationship between offer and response is used to derive predictions about the outcome states of bargaining systems on the basis of the bargainers' interactions. But the results suggest that the elliptic model provides a reasonable, though not perfect, explanation of bargaining outcome.Abstract:
Mathematically based dynamical systems, by producing abstract representations of phenomena that change as a function of time, provide ideal models of diverse physical, biological, and social systems. This paper focuses on bargaining and negotiation, and, as such, deals with decision making in human, dyadic group systems. In particular, bargaining is viewed as an interactive process in which the communications of one bargainer affect those of the other, and vice versa. Using concepts from the study of dynamical systems, an elliptic relationship between offer and response is postulated. This relationship is used to derive predictions about the outcome states of bargaining systems on the basis of the bargainers' interactions. The results suggest that the elliptic model provides a reasonable, though not perfect, explanation of bargaining outcome.read more
Citations
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Journal ArticleDOI
Negotiation processes: an integrated perspective
TL;DR: In this paper, a comprehensive survey of process models of negotiations is presented, including models of the substantive process of offer exchange, as well as models focusing on communication content in negotiations, both at the level of individual actions and interactions and at more aggregate levels.
Book ChapterDOI
Analysis of Negotiation Processes
TL;DR: This chapter gives an overview of different analysis strategies by looking at the information exchange that takes place during a negotiation, and proposes a multi-method approach for the analysis of negotiation processes as most promising.
Book
International Negotiation: Process and Strategies
TL;DR: The authors provides students with the insight and knowledge needed to evaluate how negotiation can produce effective conflict settlement, political change and international policy making, and provides a rich suite of online resources, including lecture notes, case studies, discussion questions and suggestions for further reading.
Journal ArticleDOI
Exponential Decay and Damped Harmonic Oscillation as Models of the Bargaining Process
Journal ArticleDOI
Offer Processes in Electronic Negotiations: The (Missing) Impact of Support Strategies
TL;DR: In this paper, the authors compare the impact of both decision support and behavioral support strategies on negotiation processes and find a clear relationship between process characteristics and outcome dimensions, but fail to identify significant differences between support strategies.
References
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Book
Applied Regression Analysis
Norman R. Draper,Harry Smith +1 more
TL;DR: In this article, the Straight Line Case is used to fit a straight line by least squares, and the Durbin-Watson Test is used for checking the straight line fit.
Journal ArticleDOI
A simplest systematics for the organization of turn-taking for conversation
TL;DR: Turn-taking is used for the ordering of moves in games, for allocating political office, for regulating traffic at intersections, for the servicing of customers at business establishments, and for talking in interviews, meetings, debates, ceremonies, conversations.
Journal ArticleDOI
The Bargaining Problem
TL;DR: In this paper, a new treatment is presented of a classical economic problem, one which occurs in many forms, as bargaining, bilateral monopoly, etc It may also be regarded as a nonzero-sum two-person game in which a few general assumptions are made concerning the behavior of a single individual and of a group of two individuals in certain economic environments.
Journal ArticleDOI
Sequencing in Conversational Openings
TL;DR: In this paper, an attempt is made to ascertain rules for the sequencing of a limited part of natural conversation and to determine some properties and empirical consequences of the operation of those rules.
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