Modeling the Role of Conflict and Conciliation in Bargaining
Bibliographic Data
| ID | 6284084 |
|---|---|
| Authors | Edward Saraydar (Department of Economics, University of Western Ontario, corresponding author) |
| Year | 1984 |
| Volume | 28 |
| Issue | 3 |
| Pages | 420-450 |
| Publication date | 1984-09-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Conflict Resolution (JOURNAL) |
| Journal identifiers | ISSN: 0022-0027 • E-ISSN: 1552-8766 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/0022002784028003003 |
| OpenAlex | W2143956941 |
| Language | EN |
| Citations received | 2 |
| References cited | 13 |
So as to provide a more general framework for an analysis of those factors that can influence the outcome of bargaining under a situation of uncertainty, this article develops an adaptive-expectations multisized-concession paradigm of bargaining. The firmness with which bargainers hold to their positions is a function of the expected utility of the potential payoffs associated with alternative moves, and the size of alternative concession prospects is considered implicitly in relationship to the differential effect on subjective probability distributions. The construct permits the development of the role of bargaining as a communicative device, designed to transmit and receive information, create and dispel uncertainty. Bluff and notbluff are discussed as tactics of conflict and conciliation, within the context of a relationship between the manifest bargaining stance of bargainers and their actual commitment to their current demand. The “loss of face” factor involved in concession moves is explored, as well as the role of time and timing as bargaining tactics. Finally, quid pro quo is discussed as a tactic of conciliation, together with the constituents of what might be termed an optimum bargaining behavior
Arbitration · Bargaining power · Bargaining problem · Conciliation · Construct (python library · Context (archaeology · Differential (mechanical device · Economics · Function (biology · Market economy · Microeconomics · Outcome (game theory · Political science · Status quo · Auction Theory and Applications · Computer Science · Game Theory and Voting Systems · Law, Economics, and Judicial Systems
A behavioral theory of labor negotiations
The Bargaining Problem
The Economics of Welfare
Simple Model of Negotiation
Bargaining Costs and Rational Behavior
Negotiation as a Learning Process
A certainty-equivalent model of bargaining
Strategy and Collective Bargaining Negotiation
Strategy and Tactics in Labor Negotiations
| Unique citing works | 2 |
|---|---|
| Citations per year | 0,06 |
| Citation span | 1990 - 2021 (32) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 2 |