'If you are looking for a wide ranging application of game theory, with many applications
to political science, then you will find that this book is well worth the read.' -
Managerial and Decision Economics
The concept of negotiation is critical to coping with all manner of strategic problems
that arise in the everyday dealings that people have with each other and organizations.
Game theory illustrates this to the full and shows how these problems can be solved.
This is a revised edition of a classic book and uses some wonderfully adroit case studies
that remain relevant today. Negotiation Games covers such themes as:
trade offs and the game of chicken
the effects of power in the cease-fire game
the use of threat power in sequential games
fallback bargaining and rational negotiation.
Written by one of the leading game theorists of the generation, this book will be greatly
appreciated not only by academics and students involved in game theory, economics,
business and international relations, but also by those involved in diplomacy and
international business.
Table of Contents:
Preface, 1. Negotiations in the Bible 2. Bargaining Procedure and the Problem of Honesty
3. Arbitration Procedures and the Problem of Convergence 4. Superpower Crisis Bargaining
and the Theory of Moves 5. Threats and Reputation in Bargaining 6. Threats in Two Domestic
Crises 7. Bargaining in Legislatures 8. Bargaining Power 9. Epilogue.
296 pages
