| Article ID: | iaor19951075 |
| Country: | Poland |
| Volume: | 21 |
| Issue: | 1 |
| Start Page Number: | 151 |
| End Page Number: | 184 |
| Publication Date: | Jan 1992 |
| Journal: | Control and Cybernetics |
| Authors: | Mumpower Jeryl L., Darling Thomas A. |
| Keywords: | negotiation |
The paper presents the results of simulation of the process of contract-related negotiations with emphasis on concessions on the one hand and the influence exerted by the problem structure on the other. First, the structure of contract negotiative problems is presented, with modelling of negotiators’ evaluations of potential settlements, feasible settlements, compromise and logrolling, and finally the social welfare criteria for evaluating the quality of the settlements. Then, a comparison of respective simulation results is given. Special attention is paid to analysis of various approaches to strategy setting, and to the effectiveness of the individualistic stance.