国际商务谈判(英文版)Chapter 6 Game Theory Perspective.ppt

Part Ⅰ an Overview of International Business Negotiation Part Ⅰ an Overview of International Business Negotiation Part Ⅰ an Overview of International Business Negotiation Part Ⅰ an Overview of International Business Negotiation International Business Negotiation * Part Ⅱ Negotiation Mechanism Chapter 6: Game Theory Perspective * Key points Fundamentals of game theory and negotiation； Practical applications of game theory for real word negotiation. * Game Theory Assumptions 1. Player’s assumption： ? Players or parties are fully rational. ? Players attempt to maximize their utility/outcome. ? Players will accept the highest payoffs. ? Players will only accept solutions that are at or greater than their security levels (resistance points). ? Players know the rules of the game. ? Players assume other parties to be fully rational. 2. The number of players is fixed and known to all parties. * Game Theory Assumptions 3. Each party recognizes a set of available options and develops tangible preferences among those options. Preferences remain constant throughout the conflict/negotiation interaction. 4. Each party knows or can estimate well the options and preferences of the other parties. 5. Communication is limited, highly controlled, or not relevant to the conflict/negotiation interaction. 6. A decision must be possible that is maximally efficient, i.e., intersects with the solution set at a point that maximizes each partys own interests (Pareto optimal) * The Simplest Game: Two Person with a Fixed Pie we imagine two people facing off against each other. Whatever one wins, the other loses. There is a delicious cake there to be divided. Bob cuts the cake and Neil chooses which piece of cake he will take. As long as both Bob and Neil are interested in maximizing their piece of the cake, Bob has no incentive to cut anything but “fairly.” * More Complicated and Practical Situations They each have two strategies available to them, but the outcome is not just dependent o