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Rational games : a philosophy of business negotiation from practical reasons
Young, Mark - 2000
Persistent link: https://www.econbiz.de/10001505160
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Divide et impera : negotiating with a stakeholder
Manzini, Paola - 2002
Persistent link: https://www.econbiz.de/10001663190
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Divide et impera : negotiating with a stakeholder
Manzini, Paola - 2002
In many kinds of bilateral negotiations the resolution of the issues at stake has an impact which extends beyond the … remits of the parties directly involved (e.g. labour negotiations in sectors of public interest, where a strike would impact … on the public at large). Once this is recognised, negotiations ought to account for the interests of such stakeholder …
Persistent link: https://www.econbiz.de/10011405864
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Bargaining, coalitions and externalities : a comment on Maskin
De Clippel, Geoffroy (contributor);  … - 2008
We first observe that two of Maskin’s results do not extend beyond three players: we construct a four-player partition function with nonpositive externalities whose unique solution is inefficient, as well as a four-player characteristic function that has a unique efficient solution for each...
Persistent link: https://www.econbiz.de/10003809530
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The objective value of subjective value : a multi-round negotiation study
Curhan, Jared R.; Elfenbein, Hillary Anger; Eisenkraft, Noah - 2008 - Rev.
A 2-round negotiation study provided evidence that positive feelings resulting from one negotiation can be economically rewarding in a second negotiation. Negotiators experiencing greater subjective value (SV) - that is, social, perceptual, and emotional outcomes from a negotiation - in Round 1...
Persistent link: https://www.econbiz.de/10003948731
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Issue linkage and issue tie-in in multilateral negotiations
Conconi, Paola; Perroni, Carlo - 2001
We describe a model of international, multidimensional policy coordination where countries can enter into selective and separate agreements with different partners along different policy dimensions. The model is used to examine the implications of negotiation tie-in - the requirement that...
Persistent link: https://www.econbiz.de/10011400892
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Cheap-Talk, Back-Room Deals and Multilateral Bargaining
Agranov, Marina - 2013
Recently, both theoretical and experimental literatures have incorporated the ability of strategic players to communicate verbally prior to choosing their actions. We design an experiment to show how and why presence and type of communication matters. We use a multilateral bargaining setting,...
Persistent link: https://www.econbiz.de/10013073425
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Bargaining, Coalitions and Externalities : A Comment on Maskin
de Clippel, Geoffroy - 2008
We first observe that two of Maskin's results do not extend beyond three players: we construct a four-player partition function with nonpositive externalities whose unique solution is inefficient, as well as a four-player characteristic function that has a unique efficient solution for each...
Persistent link: https://www.econbiz.de/10012722554
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A Theory of Sticky Rents : Search and Bargaining with Incomplete Information
Verbrugge, Randal - 2017
The housing rental market offers a unique laboratory for studying price stickiness. This paper is motivated by two facts: 1. Tenants' rents are remarkably sticky even though regular and expected recontracting would, by itself, suggest substantial rent flexibility. 2. Rent stickiness varies...
Persistent link: https://www.econbiz.de/10012955614
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Bargaining When Only One Player Can Make Proposals
Groseclose, Tim - 2017
I consider a bargaining game in which, unlike the standard economic bargaining game (e.g. Rubenstein, 1982), only one player can make proposals. I also assume that the space of proposals is finite. Thus, the game is akin to (i) a CEO's proposing a hire who must be okayed by a board of directors,...
Persistent link: https://www.econbiz.de/10012962763