青岛农业大学外国语学院商务视听与谈判II课件 Chapter10.pptVIP

* * * * * * * * * * * Chapter Ten Game Theory and its Application in Negotiation Game theory studies how rational actors ought to behave when their separate choices interact to produce payoffs to each player. It focuses the mind wonderfully on the thoughts and likely actions of the other side. It helps us consider how the other negotiator might respond to our suggestions and what unintended effects our actions might provoke. Assumptions game theory makes in structuring situations for analysis You have to act. (Doing nothing is an act.) Your payoff depends both on what you do and on what ot