Rational Behaviour in Risky Negotiations (eBook)

Rational behaviour in risky negotiations is the core topic of this essay. At first, negotiation conduct in deterministic and non-deterministic (risky) settings is analysed descriptively: how do people, differently framed, behave in this kind of negotiations? Second, these results are compared with the normative findings of two game theoretical models, the one-shot and the repeated negotiator's dilemma. Third, on the basis of these results a prescriptive advice is developed, how to improve negotiation results, when the negotiator faces risky choices.