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Negotiation as a Learning Process

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  • John G. Cross

    (Department of Economics University of Michigan)

Abstract

This paper presents a discussion of the role of adapting expectations in the bargaining process. Negotiators are charactenzed as persons who choose bargaining strategies in their attempt to optimize their payoffs from the situation. These strategies are contingent on each party's perception of the strategy of his opponent, and if these perceptions contain errors, expectations will change and this will lead in turn to a modification of each party's strategy choice. The payoff demands and manipulative moves which charactenze the bargaining process are seen as combinations of actions which are specified in the original bargaining plans of the parties and of changes in the plans themselves. The influence of the learnmg process on the settlement point is described as well as some empirical implications of the theory in general.

Suggested Citation

  • John G. Cross, 1977. "Negotiation as a Learning Process," Journal of Conflict Resolution, Peace Science Society (International), vol. 21(4), pages 581-606, December.
    • Handle: RePEc:sae:jocore:v:21:y:1977:i:4:p:581-606
    DOI: 10.1177/002200277702100403
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    Cited by:

    1. Uwe Jirjahn & Jens Mohrenweiser & Uschi Backes‐Gellner, 2011. "Works Councils and Learning: On the Dynamic Dimension of Codetermination," Kyklos, Wiley Blackwell, vol. 64(3), pages 427-447, August.
    2. Anderton,Charles H. & Carter,John R., 2009. "Principles of Conflict Economics," Cambridge Books, Cambridge University Press, number 9780521875578, December.
    3. Ruiz Estrada, Mario Arturo & Koutronas, Evangelos, 2016. "Terrorist attack assessment: Paris November 2015 and Brussels March 2016," Journal of Policy Modeling, Elsevier, vol. 38(3), pages 553-571.

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