Overview
- Reveals proven negotiation tactics from game theory and language games
- Explores the social, economic, and human dimensions of complex negotiations
- Illustrates how mediation and arbitration can break deadlocks and foster successful outcomes
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About this book
This book uses game theory to analyze the strategies developed in negotiation processes. Offering a detailed analysis of competition and cooperation, it explores various bargaining strategies that result from the application of Nash equilibrium and mixed strategies. Employing a blend of game theory and real-world examples, the authors describe typical negotiation scenarios and unveil the art of negotiation strategy – dissecting both competitive and cooperative tactics.
This comprehensive analysis explores the multifaceted dimensions of negotiation, highlighting not only formal aspects but also the economic, social, political, and human factors at play. The authors discuss the basic structures of cooperative and non-cooperative games and conduct a comprehensive analysis of the language games that take place in negotiations. They examine how negotiators belonging to different forms of life can trade with each other when their respective language games are different and prone tomisinterpretation. The book also probes arbitration and mediation as conflict-resolution tools within this intricate landscape.
Designed for the curious minds seeking insight into negotiation strategies, as well as students and scholars of diverse fields, this book fosters an understanding of negotiation's labyrinthine pathways. "Dynamics of Rational Negotiation" unlocks the door to negotiation's complexities, inviting readers to unravel the layers of human interaction.
Keywords
Table of contents (7 chapters)
Authors and Affiliations
About the authors
Margit Gaffal is a Professor at the University Complutense in Madrid, Spain. She holds a Master's degree in English and Philosophy and a doctorate in law. Her research focuses on applied linguistics, including international commercial negotiations and intercultural business communication. She has published extensively on language for specific purposes and teaching methods for LSP-terminology acquisition.
Jesús Padilla Gálvez is a Professor at the University of Castilla-La Mancha in Toledo, Spain. He obtained his M.A. and Dr. phil. degrees from the University of Cologne, Germany. With a background in logic and philosophy of language, his research spans various areas, including the works of Wittgenstein and the Vienna Circle. He has authored numerous books and articles on philosophical topics.
Bibliographic Information
Book Title: Dynamics of Rational Negotiation
Book Subtitle: Game Theory, Language Games and Forms of Life
Authors: Margit Gaffal, Jesús Padilla Gálvez
DOI: https://doi.org/10.1007/978-3-031-49051-4
Publisher: Springer Cham
eBook Packages: Economics and Finance, Economics and Finance (R0)
Copyright Information: The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG 2023
Hardcover ISBN: 978-3-031-49050-7Published: 02 February 2024
Softcover ISBN: 978-3-031-49053-8Due: 04 March 2024
eBook ISBN: 978-3-031-49051-4Published: 01 February 2024
Edition Number: 1
Number of Pages: VII, 130
Number of Illustrations: 13 b/w illustrations, 2 illustrations in colour
Topics: Game Theory, Economics, Social and Behav. Sciences, Applied Linguistics, Behavioral/Experimental Economics