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Advances in negotiation theory: bargaining, coalitions, and fairness

Carraro, Carlo and Marchiori, Carmen and Sgobbi, Alessandra (2005) Advances in negotiation theory: bargaining, coalitions, and fairness. Policy Research Working Paper, WPS 3642. World Bank, Washington DC, USA.

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Identification Number: WPS 3642

Abstract

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.

Item Type: Monograph (Working Paper)
Official URL: http://www.worldbank.org/
Additional Information: © 2005 The World Bank Group
Subjects: H Social Sciences > HB Economic Theory
Sets: Departments > Geography and Environment
Collections > Economists Online
Date Deposited: 03 May 2011 13:30
Last Modified: 12 Jul 2012 08:32
URI: http://eprints.lse.ac.uk/id/eprint/35843

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