Conclusion

Margit Gaffal () and Jesús Padilla Gálvez ()
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Margit Gaffal: Complutense University
Jesús Padilla Gálvez: Universidad de Castilla-La Mancha

Chapter Chapter 7 in Dynamics of Rational Negotiation, 2023, pp 115-130 from Springer

Abstract: Abstract This book provides a systematic overview of the aspects that influence human relations when carrying out negotiations. The difficulty when studying negotiation is that it is a complex field of human interrelationships that requires the multidisciplinary study of several research areas. An investigation of the processes involved in negotiations includes mathematics, linguistics, psychology, and intercultural studies. Game theory attempts to mathematically formalise the various constellations that can arise during negotiations. In this context, we have emphasised the language games they use for specific purposes, the actions to which the negotiations are directed, the degree of effectiveness of the corresponding strategies, the possibilities and impediments that may arise due to the forms of life that the negotiators share or do not share with each other. Complex models have been presented that come into play when two ideal negotiators interact with the purpose of acquiring or selling a product or service for specific purposes. Mediation has established itself as an effective means of conflict resolution for many reasons. Our experience in different countries has shown the inherent difficulty that exists between different forms of life, since their modes of interaction are fixed by specific language games that can promote negotiation but often interfere and impede it.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-031-49051-4_7

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DOI: 10.1007/978-3-031-49051-4_7

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