Rational Negotiator Model(Homo Negotiator) -New scientific logic standard for negotiation studies-

This study considers the "rational negotiator model" (homo - negotiator) as a new scientific logical standard for negotiation studies, and proposes axioms, definitions, and principles of the rational negotiator model that are essential for this purpose. In negotiation studies, it is common to analyze the act of negotiation based on people's mental activities. It is generally believed that negotiation studies does not pursue the analysis of scientific logic, but focuses on the art of negotiation and transaction bas ed on non-repeatable mental activities. The fundamental reason for this is presumed to be that academic research using scientific methods represented by logic and laws was difficult in negotiation research with low reproducibility. In order to study negotiation scientifically as an academic discipline, it is necessary to establish a new scientific logical model for negotiation research. The rational negotiator model has the potential to become the basic logical model for research. Therefore, this paper disc usses the significance of adopting this model and the expectations for its contribution to research, and presents the axioms, definitions, and principles of the rational bargainer model that are necessary for researchers to promote academic research