白远-国际商务谈判（第六版）chapter 10.pptVIP

Chapter TenGame Theory and its Application in Negotiation Introduction CaseRead the introduction case first.Discuss the implication of the case.Point out what you have leart from the case before you start a new chapter. Game theory studies how rational actors ought to behave when their separate choices interact to produce payoffs to each player. It focuses the mind wonderfully on the thoughts and likely actions of the other side. It helps us consider how the other negotiator might respond to our suggestions and what unintended effects our actions might provoke. Assumptions game theory makes in structuring situations for analysis You have to act. (Doing nothing is an act.)Your payoff depends both on what you do and on what other designated players do.You do not know what they will do—but you know what they could do.They do not know what you will do. Setup of the simplest class of games Fixed strategies: You have to choose one of two pre-specified strategies.Two alternatives: Simplest case: he or she also has just two alternatives.Perfect information: You and the other player have accurate knowledge of all possible consequences and of each other’s preferences.Common knowledge: You know the other player’s possible choices; he or she knows yours; you both know the other knows, and vice versa. Simultaneous choices: Each of you must choose simultaneouslyNo cheap talk: There is to be no preplay discussion The 2×2 matrix display Two-by-two games in a matrix format Payoffs Payoffsassociated with associated with(UP, LEFT) (UP, RIGHT)Payoffs Payoffsassociated with associated with(DOWN, LEFT) (DOWN, RIGHT) COLUMN PLAYER C1 (LEFT) C2 (RIGHT) R1 (UP) Row PLAYER R2 (DOWN) D