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Game-theoretic and Behavioral Negotiation Theory

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  • Kjell Hausken

    (The University of Chicago)

Abstract

This article evaluates the state of the art and provides an interdisciplinary framework for game-theoretic and behavioral negotiation theory. The former is based on concepts like extensive form, payoff and information structure, and equilibrium concepts. The latter has a foundation in psychology, organization theory, sociology, and related fields. The objectives of the article are to build upon recent advances in both game-theoretic and behavioral negotiation theory, bring the disciplines closer together, and generate a foundation for future research in interdisciplinary negotiation theory. The article develops two interdisciplinary frameworks for game-theoretic and behavioral negotiation theory. Implications of the frameworks are discussed to illustrate their applicability and superiority over earlier frameworks.

Suggested Citation

  • Kjell Hausken, 1997. "Game-theoretic and Behavioral Negotiation Theory," Group Decision and Negotiation, Springer, vol. 6(6), pages 511-528, December.
    • Handle: RePEc:spr:grdene:v:6:y:1997:i:6:d:10.1023_a:1008684225781
    DOI: 10.1023/A:1008684225781
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    1. Beuk, Frederik & Rubin, Eran, 2021. "Data-based negotiator allocation management," Business Horizons, Elsevier, vol. 64(4), pages 537-552.
    2. Luis C. Dias & Rudolf Vetschera, 2022. "Two-party Bargaining Processes Based on Subjective Expectations: A Model and a Simulation Study," Group Decision and Negotiation, Springer, vol. 31(4), pages 843-869, August.
    3. Hendrik Hakenes & Svetlana Katolnik, 2018. "Optimal Team Size and Overconfidence," Group Decision and Negotiation, Springer, vol. 27(4), pages 665-687, August.
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    5. Ewa Roszkowska & Tom R. Burns, 2010. "Fuzzy Bargaining Games: Conditions of Agreement, Satisfaction, and Equilibrium," Group Decision and Negotiation, Springer, vol. 19(5), pages 421-440, September.

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