Negotiation Strategies under Sigmoid Preferences

Joao S. Neves and Behnam Nakhai
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Joao S. Neves: Department of Management, The College of New Jersey, Ewing, NJ, USA
Behnam Nakhai: Department of Management and Marketing, Millersville University of Pennsylvania, Millersville, PA, USA

International Journal of Strategic Decision Sciences (IJSDS), 2016, vol. 7, issue 3, 38-50

Abstract: The diminishing returns concept undergirds many economic theories and has led to the common assumption of concave preferences in the negotiation literature. Realizing that in practice negotiating parties are often confronted with very steep disagreements, negotiation researchers have investigated the impact of convex preferences on compromise and logrolling bargaining strategies. This article extends the previous work to the case of sigmoid preferences and examines the resulting possible shapes of the efficient frontier curve in two-party multi-issue negotiations. The implications for compromise and logrolling negotiation strategies are discussed.

Date: 2016
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Persistent link: https://EconPapers.repec.org/RePEc:igg:jsds00:v:7:y:2016:i:3:p:38-50

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