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Advances in Negotiation Theory: Bargaining, Coalitions and Fairness

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Author Info
Carlo Carraro () (Department of Economics, University Of Venice Ca’ Foscari)
Carmen Marchiori (London School of Economics and Fondazione Eni Enrico Mattei)
Alessandra Sgobbi (SSAV and Fondazione Eni Enrico Mattei)

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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 (e.g. climate change control). What factors determine the outcome of negotiations such as those mentioned above? What strategies can help reach an agreement? How should the parties involved divide the gains from cooperation? With whom will one make alliances? This paper addresses these questions by focusing on a non-cooperative approach to negotiations, which is particularly relevant for the study of international negotiations. By reviewing noncooperative bargaining theory, non-cooperative coalition theory, and the theory of fair division, this paper will try to identify the connection among these different facets of the same problem in an attempt to facilitate the progress towards a unified framework.

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Publisher Info
Paper provided by University of Venice "Ca' Foscari", Department of Economics in its series Working Papers with number 2006_08.

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Length: 57 pages
Date of creation: 2006
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Handle: RePEc:ven:wpaper:2006_08

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Related research
Keywords: Negotiation theory; Bragaining; Coalitions; Fairness; Agreements;

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Find related papers by JEL classification:
C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games
C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory

References listed on IDEAS
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Cited by:
(explanations, Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.)

  1. Valentina Bosetti & Carlo Carraro & Enrica De Cian & Romain Duval & Emanuele Massetti & Massimo Tavoni, 2009. "The Incentives to Participate in, and the Stability of, International Climate Coalitions: A Game-theoretic Analysis Using the Witch Model," Working Papers 2009.64, Fondazione Eni Enrico Mattei. [Downloadable!]
  2. Harold Houba, . "Computing Alternating Offers and Water Prices in Bilateral River Basin Management," Tinbergen Institute Discussion Papers 06-095/1, Tinbergen Institute. [Downloadable!]
    Other versions:
  3. Andrew Brown & Robert Stern, 2005. "Concepts of Fairness in the Global Trading System," Working Papers 544, Research Seminar in International Economics, University of Michigan. [Downloadable!]
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