level of its influence on the negotiation process is difficult to estimate. Negotiation is a specific form of communication … tendency to use pressure-tactics such as threats which will increase the level of conflict and reduce the chances of reaching …

rely on coercive measures, using different kinds of threats or make false promises and bluff in order to establish a more … counterparts while, as the same time, they are mostly unaware of the sources of influence of their own vision of negotiation and … practices. The levels of honesty, trust and therefore cooperation are influenced by many factors like the uncertainty of the …

conflict. Based on Thomas Schelling illustrates indirect communication cases: bribery and threats. It shows that both bribery … and threats are rational preference mechanisms, whose functions can be expressed in non-linear diagrams. This analysis …

While in practice negotiation is always a mix of cooperation and competition, these two elements correspond to …, participants rely on coercive measures, using different kinds of threats or make false promises and bluff in order to establish a … therefore cooperation are influenced not only by the uncertainty of the situation, the objectives, stakes or power but also by …

called "agents"". Such interactions can have as finality cooperation, competition or simply some coexistence between agents … some important facets as cooperation, coordination, planning and communication. " Le thème des systèmes multiagents (SMA … et flexibles appelées agents, que ces interactions tournent autour de la coopération, de la concurrence ou de la …

negotiation occurring within evaluation committees and test the decision rule implied by the theoretical model on the sample …