Strategic negotiation in multiagent environments
In: Intelligent robots and autonomous agents
In: A Bradford book
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In: Intelligent robots and autonomous agents
In: A Bradford book
In: Mathematical social sciences, Band 41, Heft 3, S. 349-364
In: Synthese: an international journal for epistemology, methodology and philosophy of science, Band 189, Heft S1, S. 81-93
ISSN: 1573-0964
In: Synthese: an international journal for epistemology, methodology and philosophy of science, Band 175, Heft S1, S. 39-62
ISSN: 1573-0964
In: Political psychology: journal of the International Society of Political Psychology, Band 19, Heft 4, S. 721-748
ISSN: 1467-9221
This paper reports on a series of experiments designed to assess the impact of grouping decision makers by level of cognitive complexity on the outcomes they attain in crisis negotiations. The participants—University of Maryland undergraduates who took roles in a simulated international hostage crisis—used a computer decision support system and a controlled network environment for communications. The goal of the experiments was to better understand the dynamics that lead certain types of groupings to have greater success in negotiations, and that lead certain groups of adversaries to achieve more mutually beneficial outcomes such as compromise and agreement. The findings point to a positive relationship between the level of homogeneity in cognitive complexity among decision makers and the achievement of positive outcomes in crisis negotiations.
In: Political psychology: journal of the International Society of Political Psychology, Band 19, Heft 4, S. 721-748
ISSN: 0162-895X
In: Political psychology, Band 19980, S. 721-748