Game Theory and Negotiation Analytics

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Effort to formalize negotiation analysis have always been a central focus of PON’s research and teaching. Drawing on a wide-range of disciplines including microeconomics, social psychology, behavior economics, statistics, management science, decision analysis and game theory, the Teaching Negotiation Resource Center (TNRC) has developed teaching materials that have been used all over the world for more than three decades. The application of the Prisoner’s Dilemmas and other strategy games have led to the creation of all kinds of two- party and multi-party negotiation exercises, both scorable and non-scorable.

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Role Simulations

Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Multimode, Inc.

Lawrence Susskind
Two-party intra-organization negotiation between a company's financial and human resources officers regarding the amount of a budget increase
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Pepulator Pricing Exercise

Mark Drooks and Mark Gordon
Two-team, scoreable, multiple round, "prisoner's dilemma"-style negotiation between representatives of two companies over the monthly price for fictional products called "pepulators"
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Three-Party Coalition Exercise

Lawrence Susskind
Short three-party scoreable negotiation among representatives of three organizations over the integrative and distributive aspects of a possible 2- or 3-party coalition
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Win as Much as You Can

Four-person, simplified, iterated prisoner's dilemma exercise
Role Simulation
Game Theory and Negotiation Analytics Role-Play:

Win As Much WATER As You Can!

Catherine Ashcraft
Four-person, scoreable, prisoner’s dilemma game where players decide how to handle low water levels in 10 quick rounds; an adaptation of the case “Win As Much As You Can.”
Role Simulation
Labor Relations Negotiation Role-Play:

Work Rules Strategy

Kathleen Valley
Two-team iterated scoreable prisoner's dilemma exercise set in a labor/management context

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