Modeling cognitive influences on the dynamics of negotiations

A series of simulation-based analyses demonstrate that the dynamics of the negotiating process may be critically affected by three cognitive factors. These are: (1) negotiators' subjective, self-interested evaluations of potential settlements, which determine the shape of the feasible region for potential settlements and define the structure of the negotiation problem; (2) the parties' strategic negotiating orientations, or the manner in which their evaluations of the desirability of settlements are influenced by concern for the other negotiator's welfare; and (3) the tactical rules that guide the choice of concessionary offers that negotiators make during the bargaining process.<
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