Advances in Negotiation Theory : Bargaining, Coalitions, and Fairness

Carraro, Carlo ; Marchiori, Carmen ; Sgobbi, Alessandra

World Bank, Washington, DC

关键词: ASYMMETRIC INFORMATION;    BARGAINING;    CLIMATE CHANGE;    DISCOUNT RATE;    DISCOUNT RATES;   

DOI  :  10.1596/1813-9450-3642
RP-ID  :  WPS3642

学科分类：社会科学、人文和艺术（综合）

来源: World Bank Open Knowledge Repository

【 摘 要 】

Bargaining is ubiquitous in real life. It is a major dimension of political and business activities. It appears at the international level, when governments negotiate on matters ranging from economic issues (such as the removal of trade barriers), to global security (such as fighting against terrorism) to environmental and related issues (such as climate change control). What factors determine the outcomes of such negotiations? What strategies can help reach an agreement? How should the parties involved divide the gains from cooperation? With whom will one make alliances? The authors address these questions by focusing on a noncooperative approach to negotiations, which is particularly relevant for the study of international negotiations. By reviewing noncooperative bargaining theory, noncooperative coalition theory, and the theory of fair division, they try to identify the connections among these different facets of the same problem in an attempt to facilitate progress toward a unified framework.