Theories Of The Bargaining Process

Author : Alan Coddington
Publisher : Routledge
Page : 126 pages
File Size : 45,7 Mb
Release : 2017-07-05
Category : Business & Economics
ISBN : 9781351472272

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Theories of the Bargaining Process by Alan Coddington Pdf

A tour de force of theoretical reasoning, this book presents the most advanced analytical model of the bargaining process so far conceived. Focused essentially on the dynamics of the bargaining process, Coddington's model employs elements of several conceptual constructs--individual decision-making, theories of expectations and their adjustment, and environment concepts--to explain the nature of consistency in a bargainer's system of expectations and intentions.The book begins with a description of the bargaining process in an economic context and establishes an analytical framework. There follows a critical survey of bargaining theory in which the author selects those concepts, which he finds most valid and most applicable to his decision-making/expectation/adjustment model. The internal consistency of a wide class of bargaining models is then examined in a chapter on the relationship between decision-making and expectations. Since the theory of games has been used as a basis for bargaining process theory, the author devotes a chapter to an examination of the game-theoretic approach and an assessment of its value relative to his own approach.The author concludes with a study of the specific capabilities of his own analytical model, with discussion of the possible combinations of assumptions with which the investigator may work. Although stemming from a problem in economic theory and of immediate intent to economists, the book's contribution to the general theory of conflict process and interdependent decision-making make it an important study for students of politics and international affairs as well as management and labor relations specialists.

Author : Wynand D. Pienaar,H. I. J. Spoelstra
Publisher : Juta and Company Ltd
Page : 292 pages
File Size : 55,5 Mb
Release : 1999
Category : Business & Economics
ISBN : 0702153613

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Negotiation by Wynand D. Pienaar,H. I. J. Spoelstra Pdf

Author : I. William Zartman
Publisher : SAGE Publications, Incorporated
Page : 268 pages
File Size : 50,5 Mb
Release : 1978
Category : Political Science
ISBN : UCAL:B3891938

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The Negotiation Process by I. William Zartman Pdf

From the John Holmes Library collection.

Author : Carlo Carraro,Carmen Marchiori,Alessandra Sgobbi
Publisher : World Bank Publications
Page : 55 pages
File Size : 49,7 Mb
Release : 2005
Category : Bargaining
ISBN : 9785061610122

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Advances in Negotiation Theory by Carlo Carraro,Carmen Marchiori,Alessandra Sgobbi Pdf

Abstract: Bargaining is ubiquitous in real life. It is a major dimension of political and business activities. It appears at the international level, when governments negotiate on matters ranging from economic issues (such as the removal of trade barriers), to global security (such as fighting against terrorism) to environmental and related issues (such as climate change control). What factors determine the outcomes of such negotiations? What strategies can help reach an agreement? How should the parties involved divide the gains from cooperation? With whom will one make alliances? The authors address these questions by focusing on a noncooperative approach to negotiations, which is particularly relevant for the study of international negotiations. By reviewing noncooperative bargaining theory, noncooperative coalition theory, and the theory of fair division, they try to identify the connections among these different facets of the same problem in an attempt to facilitate progress toward a unified framework.

Author : Oran R. Young
Publisher : Urbana : University of Illinois Press
Page : 428 pages
File Size : 41,9 Mb
Release : 1975
Category : Business & Economics
ISBN : UOM:39015020688704

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Bargaining by Oran R. Young Pdf

"In a volume which covers forty years of work on bargaining and negotiation and includes twenty-two contributions by the most prominent authors in the field--such as Frederik Zeuthen's theories of the early 1930s and Daniel Ellsberg's theory of the 'Relucant Dualist'--Oran Young evaluates all of the most important deductive models in the field, demonstrating their relevance for a wide range of political, social, and economic contexts, and emphasizing their ultimate application to real-world situations. Concerned with the potential of bargaining models as 'descriptive' or 'positive' theory in contrast to 'prescriptive' theory, Young views all of the theories as analytic techniques for coping with the problems associated with strategic interaction. He provides analytic and interpretative inroductions to each of the book's four parts: game-theoretic models of bargaining, economic models of bargaining, prospects for a unified theory, and manipulative models of bargaining. He also furnishes a general introduction and conclusion. Bargaining is common in a great many sociopolitical relationships, from the interactions of the members of family units to the interactions of nation states. Because of this widespread occurrence, there is a need for theoretical work on bargaining by students of all of the social sciences. In collecting and presenting the most important writings in the field, evaluating the prospects for further theoretical work, and clarifying several conceptual problems which commonly arise in analyses of bargaining, Young's book attempts to encourage this needed research. No advanced knowledge of mathematics is required to understand the essays, though a general familiarity with some of the principal techniques utilized in game theoretic and economic models is useful"--Publisher's description, p. [2] of dust jacket.

Author : Neil W. Chamberlain,James W. Kuhn
Publisher : New York : McGraw-Hill [1965]
Page : 472 pages
File Size : 51,6 Mb
Release : 1965
Category : Collective bargaining
ISBN : UCAL:B4393564

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Collective Bargaining by Neil W. Chamberlain,James W. Kuhn Pdf

USA collective bargaining textbook. Historical evolution since 1800. Government influence and management attitudes. Reassignment, layoffs, promotion, discipline, wages, hours of work and fringe benefits. Grievance handling. Power and policies of trade unions and management. Comment on labour legislation. Economic theory and economic implications. Effect on wage policy and income. Strikes.

Author : Richard E. Walton,Robert B. McKersie
Publisher : Cornell University Press
Page : 468 pages
File Size : 55,9 Mb
Release : 1991
Category : Business & Economics
ISBN : 0875461794

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A Behavioral Theory of Labor Negotiations by Richard E. Walton,Robert B. McKersie Pdf

In this book, Walton and McKersie attempt to describe a comprehensive theory of labor negotiation. The authors abstract and analyze four sets of systems of activities which they believe account for much of the behavior found in labor negotiations. The first system of activities, termed "distributive bargaining," comprises competitive behaviors that are intended to influence the division of limited resources. The second system is made up of activities that increase the joint gain available to the negotiating parties, referred to as "integrative bargaining." They are problem-solving behaviors and other activities which identify, enlarge and act upon the common interests of the parties. The third system includes activities that influence the attitudes of the parties toward each other and affect the basic relationship bonds between the social units involved. This process is referred to as "attitudinal structuring." The fourth system of activities, which occurs as an integral aspect of the inter-party negotiations, comprises the behaviors of a negotiator that are meant to achieve consensus within one's own organizations. This fourth process is called "intra-organizational bargaining." Each sub process has its own set of instrumental acts or tactics. Therefore, each of the four model chapters is followed by a chapter on the tactics which implement the process. These chapters translate the model into tactical assignments and include an abundance of supporting illustrations from actual negotiations. This study should be of interest to several audiences, including students and teachers of industrial relations, social scientists interested in the general field of conflict resolution, as well as practitioners of collective bargaining and other individuals directly involved in international negotiations. The overall theoretical framework has been derived by a mixture of inductive and deductive reasoning. Extensive fieldwork and several dozen printed case studies have provided the bulk of the empirical data. In terms of meaning, the study has three touchstones: the field of collective bargaining; the field of conflict resolutions; and the underlying disciplines of economics, psychology, and sociology.

Author : Jacques Rojot
Publisher : Springer
Page : 239 pages
File Size : 49,5 Mb
Release : 2016-07-27
Category : Business & Economics
ISBN : 9781349114450

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Negotiation: From Theory to Practice by Jacques Rojot Pdf

Professor Rojot's work links the theory of negotiation to its more practical aspects and bridges the gap between theoretical work and 'how to' manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.

Author : Alan Coddington
Publisher : Routledge
Page : 113 pages
File Size : 48,9 Mb
Release : 2017-07-05
Category : Business & Economics
ISBN : 9781351472265

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Theories of the Bargaining Process by Alan Coddington Pdf

A tour de force of theoretical reasoning, this book presents the most advanced analytical model of the bargaining process so far conceived. Focused essentially on the dynamics of the bargaining process, Coddington's model employs elements of several conceptual constructs--individual decision-making, theories of expectations and their adjustment, and environment concepts--to explain the nature of consistency in a bargainer's system of expectations and intentions.The book begins with a description of the bargaining process in an economic context and establishes an analytical framework. There follows a critical survey of bargaining theory in which the author selects those concepts, which he finds most valid and most applicable to his decision-making/expectation/adjustment model. The internal consistency of a wide class of bargaining models is then examined in a chapter on the relationship between decision-making and expectations. Since the theory of games has been used as a basis for bargaining process theory, the author devotes a chapter to an examination of the game-theoretic approach and an assessment of its value relative to his own approach.The author concludes with a study of the specific capabilities of his own analytical model, with discussion of the possible combinations of assumptions with which the investigator may work. Although stemming from a problem in economic theory and of immediate intent to economists, the book's contribution to the general theory of conflict process and interdependent decision-making make it an important study for students of politics and international affairs as well as management and labor relations specialists.

Author : Gideon Doron,Itai Sened
Publisher : SAGE
Page : 196 pages
File Size : 45,8 Mb
Release : 2001-03-28
Category : Political Science
ISBN : 0761952519

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Political Bargaining by Gideon Doron,Itai Sened Pdf

This book brings an exciting and innovative new approach to the study of politics today. It introduces political bargaining, a process at the heart of all political and economic exchanges in contemporary society and the very essence of politics itself, to provide a new framework and fresh insights to modern political science. The authors trace the prevalence of bargaining processes in politics from the abstract level of individual human interaction and the `state of nature’ to the more concrete political or institutionalized level. They introduce students to theory -- the basic models of game theory, rational choice theory and positivist approaches; practice -- the practical manifestations of political b

Author : John G. Cross
Publisher : Unknown
Page : 128 pages
File Size : 55,5 Mb
Release : 1964
Category : Decision making
ISBN : OCLC:83004846

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A Theory of the Bargaining Process by John G. Cross Pdf

Author : Patrick Spread
Publisher : Unknown
Page : 354 pages
File Size : 40,9 Mb
Release : 1984
Category : Law
ISBN : UOM:39015049745220

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A Theory of Support and Money Bargaining by Patrick Spread Pdf

Author : David Churchman
Publisher : University Press of America
Page : 108 pages
File Size : 45,7 Mb
Release : 1995
Category : Business & Economics
ISBN : 0819199478

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Negotiation by David Churchman Pdf

This study outlines and defines key terms and concepts behind negotiation tactics that have been effective throughout history. It is completed with a glossary of over 50 terms used in negotiations.

Author : Leigh L. Thompson
Publisher : Psychology Press
Page : 312 pages
File Size : 50,9 Mb
Release : 2006-01-13
Category : Psychology
ISBN : 9781135423513

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Negotiation Theory and Research by Leigh L. Thompson Pdf

Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

Author : Nolan McCarty,Adam Meirowitz
Publisher : Cambridge University Press
Page : 0 pages
File Size : 47,9 Mb
Release : 2014-10-30
Category : Political Science
ISBN : 1107438632

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Political Game Theory by Nolan McCarty,Adam Meirowitz Pdf

Political Game Theory is a self-contained introduction to game theory and its applications to political science. The book presents choice theory, social choice theory, static and dynamic games of complete information, static and dynamic games of incomplete information, repeated games, bargaining theory, mechanism design and a mathematical appendix covering, logic, real analysis, calculus and probability theory. The methods employed have many applications in various disciplines including comparative politics, international relations and American politics. Political Game Theory is tailored to students without extensive backgrounds in mathematics, and traditional economics, however there are also many special sections that present technical material that will appeal to more advanced students. A large number of exercises are also provided to practice the skills and techniques discussed.