How to master the game of negotiation, from a groundbreaking game theorist. By focusing on the basics and introducing the most sophisticated negotiation techniques, Murnighan shows how game theory can be applied to negotiations, ranging from the most inconsequential to the vital.
The reader may learn by participating in a wide variety of bargaining interactions, ranging from co-operative to competitive two-person bargaining to large group negotiations, and equal to unequal power positions.
Steven J. Brams is one of the leading game theorists of his generation. This new edition includes brand new material on topics such as fallback bargaining and principles of rational negotiation.
Many social or economic conflict situations can be modeled by specifying the alternatives on which the involved parties may agree, and a special alternative which summarizes what happens in the event that no agreement is reached. Such a model is called a bargaining game, and a prescription assigning an alternative to each bargaining game is called a bargaining solution. In the cooperative game-theoretical approach, bargaining solutions are mathematically characterized by desirable properties, usually called axioms. In the noncooperative approach, solutions are derived as equilibria of strategic models describing an underlying bargaining procedure. Axiomatic Bargaining Game Theory provides the reader with an up-to-date survey of cooperative, axiomatic models of bargaining, starting with Nash's seminal paper, The Bargaining Problem. It presents an overview of the main results in this area during the past four decades. Axiomatic Bargaining Game Theory provides a chapter on noncooperative models of bargaining, in particular on those models leading to bargaining solutions that also result from the axiomatic approach. The main existing axiomatizations of solutions for coalitional bargaining games are included, as well as an auxiliary chapter on the relevant demands from utility theory.
This is a paperback edition of a major contribution to the field, first published in hard covers in 1977. The book outlines a general theory of rational behaviour consisting of individual decision theory, ethics, and game theory as its main branches. Decision theory deals with a rational pursuit of individual utility; ethics with a rational pursuit of the common interests of society; and game theory with an interaction of two or more rational individuals, each pursuing his own interests in a rational manner.
This text bridges the gulf between theoretical economic principles of negotiation and auction theory and their multifaceted applications in actual practice. It is intended to be a supplement to the already existing literature, as a comprehensive collection of reports detailing experiences and results of very different negotiations and auctions.
In almost every human society some people get more and others get less. Why is inequity the rule in these societies? In The Origins of Unfairness, philosopher Cailin O'Connor firstly considers how groups are divided into social categories, like gender, race, and religion, to address this question. She uses the formal frameworks of game theory and evolutionary game theory to explore the cultural evolution of the conventions which piggyback on these seemingly irrelevant social categories. These frameworks elucidate a variety of topics from the innateness of gender differences, to collaboration in academia, to household bargaining, to minority disadvantage, to homophily. They help to show how inequity can emerge from simple processes of cultural change in groups with gender and racial categories, and under a wide array of situations. The process of learning conventions of coordination and resource division is such that some groups will tend to get more and others less. O'Connor offers solutions to such problems of coordination and resource division and also shows why we need to think of inequity as part of an ever evolving process. Surprisingly minimal conditions are needed to robustly produce phenomena related to inequity and, once inequity emerges in these models, it takes very little for it to persist indefinitely. Thus, those concerned with social justice must remain vigilant against the dynamic forces that push towards inequity.
Steven J. Brams is one of the leading game theorists of his generation. This new edition includes brand new material on topics such as fallback bargaining and principles of rational negotiation.
Requiring no more than basic arithmetic, this book provides a careful and accessible introduction to the basic pillars of Game Theory, tracing its intellectual origins and philosophical premises.