DETERMINANTS OF BARGAINING OUTCOMES.

Abstract

Two hypotheses relating the quality of the no-agreement outcome to the actual outcome of negotiations were formulated and tested. The first hypothesis was that, if an agreement is obtained, it will tend to be better for a given party the better the no-agreement outcome would have been for that party. The second hypothesis was that the better the no-agreement outcome is for either or both parties, the less frequently an agreement will be obtained. The hypotheses were investigated in a highly structured experimental bargaining situation. (Author)

Document Details

Document Type
Technical Report
Publication Date
Jul 01, 1968
Accession Number
AD0675967

Entities

People

  • George Kent

Organizations

  • Smithsonian Institution

Tags

DTIC Thesaurus Topics

  • Agreements
  • Bargaining
  • Cooperation
  • Hypotheses
  • Negotiations

Readers

  • Asian Economic Studies
  • Computational Modeling and Simulation
  • Parallel and Distributed Computing.