During negotiations for corporate transactions, each party involved shares non-public information with the other party. Information shared during negotiations is instrumental in assessing the financial and legal risks of doing business. Sometimes, one of the parties discloses communications protected by the attorney-client privilege— such as a patent opinion letter or a memorandum assessing a c...

Traditionally, face to face negotiations in the real world have not been looked at as a complex systems interaction of actors that is dynamic and potentially emergent. If indeed negotiations are an outcome of a dynamic interaction of simpler behavior just as with a complex system we should be able to see the patterns contributing to the complexities of a negotiation under study. This paper and ...

Using the Internet as the medium for transporting sensitive business data poses risks to companies. Before conducting business electronically, a company should take preventive measures against data manipulations and possible data misuse. One initial step could be obtaining certainty about the true identity of a potential business partner responding to a request or tender. In this paper we repor...

This paper describes our ongoing R&D effort in developing a replicable, Web-based negotiation server to conduct bargaining-type negotiations between clients (i.e., buyers and sellers) in e-commerce. Multiple copies of this server can be paired with existing Web-servers to provide negotiation capabilities. Each client can select a trusted negotiation server to represent his/her interests. Web-ba...

Two players simultaneously decide whether or not to acquire new weapons in an arms race game. Each player’s type determines his propensity to arm. Types are private information, and are independently drawn from a continuous distribution. With probability close to one, the best outcome for each player is for neither to acquire new weapons (although each prefers to acquire new weapons if he think...

££ Many experiments have shown that human subjects do not necessarily behave in line with game theoretic solution concepts. The reasons for this non–conformity are multiple. In this paper we study the argument whether a deviation from game theory is because subjects are rational, but doubt that others are rational as well, compared to the argument that subjects, in general, are boundedly ration...

T he United States carried out the world's fi rst nuclear test, codenamed " Trinity, " on 16 July 1945 in the desert of New Mexico. Just three weeks later, on 6 August, the US exploded a uranium device called " Little Boy " 2,000 feet above the Japanese city of Hiroshima, killing around 150,000 people. Three days later, the US deployed a second nuclear bomb, a plutonium device called " Fat Man,...

This article is an attempt to investigate the role of negotiation support systems (NSSs) in supporting inter-team negotiations, which have become commonplace for today’s business negotiations. Inter-team negotiations differ from simple dyadic negotiations, and are associated with enormous complexity introduced by the negotiating team dynamics. When there are three or more members in a negotiati...