Negotiations with incomplete information

Negotiations with incomplete information

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Article ID: iaor20023396
Country: United Kingdom
Volume: 8
Issue: 6
Start Page Number: 693
End Page Number: 705
Publication Date: Nov 2001
Journal: International Transactions in Operational Research
Authors: , ,
Keywords: negotiation
Abstract:

In recent years, bargaining and negotiations have become areas of growing interest to researchers in business, management, and international trade. Decision-makers in negotiations often do not have complete information about the situation and, therefore, may misunderstand the true intention of their opponents. In this paper, the negotiations on an international economic zone development project are modeled as hypergames, and analyzed by various solution concepts to study the role of misperception in negotiation interactions. Multiple levels of hypergame and sensitivity analysis are explored to find the best strategy that may help the parties to overcome their mistrust and reach the best cooperative solution.

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