Descriptive Theories of Bargaining - An Experimental Analysis of Two- and Three-Person Characteristic Function Bargaining

Gerald R. Uhlich

ISBN 10: 0387524835 / ISBN 13: 9780387524832

Published by Springer Verlag, 1990

About this Item

This is a Brand-new US Edition. This Item may be shipped from US or any other country as we have multiple locations worldwide.

Seller Inventory # ABNR-84563

Bibliographic Details

• Title: Descriptive Theories of Bargaining - An Experimental Analysis of Two- and Three-Person Characteristic Function Bargaining
• Publisher: Springer Verlag
• Publication Date: 1990
• Language: English
• ISBN 10: 0387524835
• ISBN 13: 9780387524832
• Binding: Soft cover
• Condition: New

About this title

Synopsis

This book deals with two- and three-person bargaining games in characteristic function form and presents two new descriptive theories, the Negotiation Agreement Area and the Proportional Division Payoff Bounds (PDPB). The evaluation of data for two-person games leads to a new descriptive theory called Negotiation Agreement Area which combines the influence of power and justice norms. The main emphasis of the book is on a new descriptive theory for three-person games, the PDPB. Comparison with other theories on the basis of 3088 plays of different games shows that the PDPB are significantly more successful in prediction than other theories. The PDPB concept is a modification and extension of Selten's Equal Division Payoff Bounds. The determination of the bounds is based on general principles and not on the estimation of parameters. From aspiration levels which depend on power, justice norms, and other reasonable principles the negotiation process leads to a proportional division of the prize.