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Rational Games : A Philosophy of Business Negotiation from Practical Reason by Mark Young (2001, Hardcover)

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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. The common understanding of economic rationality is fundamentally flawed, he says. It assumes that rational players are always self-interested and that they will make decisions on the basis of consequences. Arguing that no theory of economic rationality developed from this foundation can lead to the desired prescriptive results, Dr. Young maintains that a successful prescriptive theory of rationality must start from a different premise: the notion of actors as autonomous agents who act over and above their inclinations to express their identity. Dr. Young advances his own notion of economic rationality, then seeks to establish rules by which rational economic players can jointly create a common base for business negotiation. The results of bargaining will then be in equilibrium, and a solution optimal to both sides can be reached. Already praised by philosophers in Europe for its innovative vision and practicality, this book is a must for business executives and attorneys engaged in business negotiations, as well as for their colleagues with similar interests in the academic community.

Product Identifiers

Publisher
Bloomsbury Publishing USA
ISBN-10
1567204139
ISBN-13
9781567204131
eBay Product ID (ePID)
1779989

Product Key Features

Author
Mark Young
Publication Name
RATIONAL Games : a Philosophy of Business Negotiation from Practical Reason
Format
Hardcover
Language
English
Publication Year
2001
Type
Textbook
Number of Pages
304 Pages

Dimensions

Item Length
9in
Item Height
0.8in
Item Width
6in
Item Weight
21.5 Oz

Additional Product Features

Number of Volumes
1 Vol.
Lc Classification Number
Hd58
Table of Content
Summary of the Argument What Is Economic Rationality? The Problem: Opportunities Lost The Roots of the Problem Gauthier's Proposal: A Strategic Bargaining Solution Elements of Considered Economic Rationality Negotiating on the Basis of Considered Economic Rationality Case Studies: The Privatization of Electricity Distribution Beyond Negotiating Success Bibliography
Copyright Date
2001
Target Audience
College Audience
Topic
Business Communication / General, General, Negotiating
Lccn
00-045847
Dewey Decimal
658.4/052
Dewey Edition
21
Illustrated
Yes
Genre
Business & Economics

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Rational Games : A Philosophy of Business Negotiation from Practical Reason by Mark Young (2001, Hardcover)

About this product

Product Information

Product Identifiers

Product Key Features

Dimensions

Additional Product Features

Best Selling in Adult Learning & University

Permaculture: A Designer's Manual by Bill Mollison (Hardcover, 1988)

1871-2021 History Debunked: How Wars and the Scapegoat for Zionism Were Created by Rowald Holt (Paperback, 2020)

Doug Stone's Gold Atlas of Victoria by Douglas M. Stone (Spiral Bound, 2011)

Australian Native Bee Book: Keeping Stingless Bee Hives for Pets, Pollination and Sugarbag Honey by Tim Heard (Paperback, 2015)

The Weed Forager's Handbook: A Guide to Edible and Medicinal Weeds in Australia by Adam Grubb, Annie Raser-Rowland (2012, Paperback)

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