Business Negotiation Strategy and Method Analysis Based on Game Theory

Nishan Huang ()
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Nishan Huang: Wuhan University of Technology

A chapter in Proceedings of the 2024 International Conference on Applied Economics, Management Science and Social Development (AEMSS 2024), 2024, pp 607-615 from Springer

Abstract: Abstract Business negotiation refers to the process in which different business subjects negotiate on specific business items to pursue common business interests and reach common business goals. Business negotiation is widely used in society, and both sides will encounter various risks and uncertainties in the negotiation. This paper is based on the analysis of risks and uncertainties in business negotiation, the game theory concept model and its related applications are used to explain the problems encountered in business negotiations and their solutions. Finally, the conclusion that the betrayal and deception of both sides in negotiation are due to the principle of self-interest and the choice of maximizing the interests of rational people is drawn. And found that the two sides trust each other to choose cooperation as the best choice for mutual benefit. This paper provides some negotiation skills for those involved in business negotiation in different situations, such as the weak party delaying negotiations, the two sides trying to reach a Nash equilibrium, and the strong party reasonable pressure.

Keywords: Business negotiation; Game Theory; Negotiation skills (search for similar items in EconPapers)
Date: 2024
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Persistent link: https://EconPapers.repec.org/RePEc:spr:advbcp:978-2-38476-257-6_71

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DOI: 10.2991/978-2-38476-257-6_71

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