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How can the game theory affect the way of negotiating?

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  1. Introduction.
  2. The game theory.
  3. The possible use of these theories in negotiation.
  4. Conclusion.
  5. Bibliography.

The theory of the games is a very huge theory. In fact, this theory is enclosing very different sectors as economics, rationality and mathematics with probabilities. Let's explain a little bit what this theory is, which are the main authors and what is its future evolution. In a second part, we will try to see how these theories can be used in negotiation.

The first author in the game theory is Zermelo (1912). This mathematician introduces the modeling of how a game can finish. It is said like that: "Playing chase, the white player can win, the black player can win or both can be sure to make a draw." This theory is completely basic and logic for us today.

[...] It is of course depending on the trust on your competitor: if you are handling with the mafia, do not expect they follow what they say. But if your competitor is honest, it is better for both to accept the cartel: that's make billion profits in total. The game theory is so joining the classical theories about the strategy of The game theory is perhaps not directly correlated to negotiation but it gives us the opportunity to understand the importance of power and how it can be used. [...]


[...] It is of course depending on the trust on your competitor: if you are handling with the mafia, do not expect they follow what they say. But if your competitor is honest, it is better for both to accept the cartel: that's make billion profits in total. The game theory is so joining the classical theories about the strategy of The game theory is perhaps not directly correlated to negotiation but it gives us the opportunity to understand the importance of power and how it can be used. Asymmetry of the information [...]

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