Modeling and analysis of negotiations
Outcome based—Not “How?” but “What?”
- outcome-based rationality
- optimality or efficiency (Pareto optimality)
- stability
Process based—How concessions are or should be made?
- aspiration levels
- distributive and integrative bargaining
- power, hostility, relationship, opposition
- knowledge, foresight
- strategy and tactic formation and evolution
Attitudinal—How to influence or strengthen attitudes?
- co-operation, hostility, relationship, responsibility,
- reward systems