PREDICTIVE MODEL FOR INTRAGROUP NEGOTIATIONS.
Final rept., 1 Sep 66-29 Feb 68,
HAWAII UNIV HONOLULU DEPT OF SOCIOLOGY
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The report outlines the main model of negotiation, its testing, as well as some of the main findings relevant to negotiation. The model itself is a modification of the Bush-Mosteller stochastic model of learning. It is assumed that a negotiator learns from both his speeches and those of his opponent his own speeches are negatively reinforcing, while those of his opponent are positively reinforcing. The tests of the model find it generally satisfactory, although there is considerable evidence that the subjects did engage in strategic thinking. The fact that the model does not incorporate strategic considerations seems to account for certain unrealistic aspects of the model. Among the findings are the following 1 poorly adjusted subjects, young, non-Caucasians and men tend to be tough 2 subjects were tougher against soft opponents than against tough opponents 3 those who are tough tend to get larger payoffs than those who are soft 4 concessions tend to be made early and then in the very last minutes of the session 5 there was a pronounced tendency to agree on the proposals that had the property of Nash solution 6 when subjects are told that their subjects are likely to be tough or soft, finding 1 does not hold -- the poorly adjusted, the young, the non-Caucasians and men tend to be soft. Author