Rational Games: A Philosophy of Business Negotiation from Practical Reason

by Mark A. Young and Mark A. Young

Why do people in a business negotiation settle for less than each of them could and should receive? Two rational players face off in an economic game. Each pursues interests as conventional theory dictates, but all too often, the result is suboptimal. Why do they fail to capture what Dr. Young calls the cooperative surplus? Dr. Young proposes that the root of the problem lies in the philosophical assumptions underlying decision and game theory...

• Format: Hardcover
• Language: English
• ISBN: 1567204139
• ISBN13: 9781567204131
• Release Date: August 2001
• Publisher: Praeger
• Length: 304 Pages
• Weight: 1.34 lbs.
• Dimensions: 1.1" x 6.3" x 9.7"