IDEAS home Printed from https://ideas.repec.org/a/sae/jocore/v23y1979i3p408-424.html
   My bibliography  Save this article

Distribution of Benefits In Negotiation

Author

Listed:
  • Gilbert R. Winham

    (Centre for Foreign Policy Studies Dalhousie University)

  • H. Eugene Bovis

    (Department of State)

Abstract

Since 1972 the Foreign Service Institute of the U.S. Department of State has used a simulation to train officers in negotiation techniques. This simulation models a negotiation between two fictitious countries over six issues. Earlier research (Winham and Bovis, 1978) explored the reasons for agreement/nonagreement m this simulation. This research analyzes the results of agreed games (N = 24), principally to assess the importance of utility-maximizing behavior in negotiation. Results indicated that participants tended to equalize benefits between nations and between individuals at the expense of pursuing a strategy of utility-maximization. This research confirms the importance of norms of reciprocity and equality in negotiation. The research also suggests, particularly because of the variety between game outcomes, that the range of alternatives that negotiators will consider to be an acceptable solution is very wide indeed. The entire simulation is reproduced in the above citation. It is suitable for practical training, as well as for conducting further research on negotiation.

Suggested Citation

  • Gilbert R. Winham & H. Eugene Bovis, 1979. "Distribution of Benefits In Negotiation," Journal of Conflict Resolution, Peace Science Society (International), vol. 23(3), pages 408-424, September.
    • Handle: RePEc:sae:jocore:v:23:y:1979:i:3:p:408-424
    DOI: 10.1177/002200277902300302
    as

    Download full text from publisher

    File URL: https://journals.sagepub.com/doi/10.1177/002200277902300302
    Download Restriction: no
    File URL: https://libkey.io/10.1177/002200277902300302?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Nash, John, 1950. "The Bargaining Problem," Econometrica, Econometric Society, vol. 18(2), pages 155-162, April.
    2. Riker, William H. & Zavoina, William James, 1970. "Rational Behavior in Politics: Evidence from a Three Person Game," American Political Science Review, Cambridge University Press, vol. 64(1), pages 48-60, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. G.E. Kersten & T.R. Madan Mohan & S.J. Noronha & M.J. Kersten, 1998. "Learning Business Negotiations with Web-based Systems: The Case of IIMB," Working Papers ir98049, International Institute for Applied Systems Analysis.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Maurizio Zanardi, 2004. "Antidumping law as a collusive device," Canadian Journal of Economics, Canadian Economics Association, vol. 37(1), pages 95-122, February.
    2. M. Hinojosa & A. Mármol & J. Zarzuelo, 2008. "Inequality averse multi-utilitarian bargaining solutions," International Journal of Game Theory, Springer;Game Theory Society, vol. 37(4), pages 597-618, December.
    3. Matsui, Kenji, 2020. "Optimal bargaining timing of a wholesale price for a manufacturer with a retailer in a dual-channel supply chain," European Journal of Operational Research, Elsevier, vol. 287(1), pages 225-236.
    4. Simon G�chter & Arno Riedl, "undated". "Moral Property Rights in Bargaining," IEW - Working Papers 113, Institute for Empirical Research in Economics - University of Zurich.
    5. H Peyton Young, 2014. "The Evolution of Social Norms," Economics Series Working Papers 726, University of Oxford, Department of Economics.
    6. Erkki Koskela & Ronnie Schöb, 2002. "Alleviating Unemployment: The Case for Green Tax Reforms," Chapters, in: Lawrence H. Goulder (ed.), Environmental Policy Making in Economies with Prior Tax Distortions, chapter 20, pages 355-378, Edward Elgar Publishing.
    7. Magni, Carlo Alberto, 2009. "Splitting up value: A critical review of residual income theories," European Journal of Operational Research, Elsevier, vol. 198(1), pages 1-22, October.
    8. Stefano Vannucci, 2015. "La teoria dei giochi e John Nash," Department of Economics University of Siena 722, Department of Economics, University of Siena.
    9. Roland Kirstein & Matthias Peiss, 2013. "Quantitative Machtkonzepte in der Ökonomik," FEMM Working Papers 130004, Otto-von-Guericke University Magdeburg, Faculty of Economics and Management.
    10. Michael Carter & Julian Wright, 1999. "Interconnection in Network Industries," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 14(1), pages 1-25, February.
    11. Laruelle, Annick & Valenciano, Federico, 2008. "Noncooperative foundations of bargaining power in committees and the Shapley-Shubik index," Games and Economic Behavior, Elsevier, vol. 63(1), pages 341-353, May.
    12. Thomas M. Humphrey, 1996. "The early history of the box diagram," Economic Quarterly, Federal Reserve Bank of Richmond, issue Win, pages 37-75.
    13. Omer F. Baris, 2018. "Timing effect in bargaining and ex ante efficiency of the relative utilitarian solution," Theory and Decision, Springer, vol. 84(4), pages 547-556, June.
    14. Izat B. Baybusinov & Enrico Maria Fenoaltea & Yi-Cheng Zhang, 2022. "Negotiation problem," Papers 2201.12619, arXiv.org.
    15. Bergantiños, Gustavo & Moreno-Ternero, Juan D., 2022. "Monotonicity in sharing the revenues from broadcasting sports leagues," European Journal of Operational Research, Elsevier, vol. 297(1), pages 338-346.
    16. Yoshihara, Naoki, 2003. "Characterizations of bargaining solutions in production economies with unequal skills," Journal of Economic Theory, Elsevier, vol. 108(2), pages 256-285, February.
    17. Yan, Ruiliang & Wang, John & Zhou, Bin, 2010. "Channel integration and profit sharing in the dynamics of multi-channel firms," Journal of Retailing and Consumer Services, Elsevier, vol. 17(5), pages 430-440.
    18. S. S. Askar & A. Al-khedhairi, 2019. "Analysis of a Four-Firm Competition Based on a Generalized Bounded Rationality and Different Mechanisms," Complexity, Hindawi, vol. 2019, pages 1-12, May.
    19. Marc Fleurbaey, 2000. "Choix social : une difficulté et de multiples possibilités," Revue Économique, Programme National Persée, vol. 51(5), pages 1215-1232.
    20. Juarez, Ruben & Ko, Chiu Yu & Xue, Jingyi, 2018. "Sharing sequential values in a network," Journal of Economic Theory, Elsevier, vol. 177(C), pages 734-779.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sae:jocore:v:23:y:1979:i:3:p:408-424. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: SAGE Publications (email available below). General contact details of provider: http://pss.la.psu.edu/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.