| Title | Game Theory and Negotiation Analytics Role-Play: Three-Party Coalition Exercise |
| Publication Type | Miscellaneous |
| Year of Publication | 1991 |
| Authors | Susskind, L |
| Keywords | agreement, BATNA, coalition, competition, cooperation, dispute, howard raiffa, negotiation, negotiation game, negotiations, Parking Facility Venture, PON, Rushing River Cleanup, Three-Party Coalition Exercise |
| Abstract | Three-party, short, scoreable negotiation among representatives of three organizations over the integrative and distributive aspects of a possible 2- or 3-party coalition |
| URL | http://www.pon.harvard.edu/shop/three-party-coalition-exercise/ |
| Full Text | Three independent organizations, “A,” “B” and “C,” have sent representatives to a three-way negotiation. The representatives have learned that there are benefits to working together. If all three groups reach an agreement, benefits totaling 121 points will be split three ways (to be determined by the participants). If only two of the organizations reach an agreement, the total benefits to be split will be less than 121 (varying, depending on which two organizations join together) and the third party will be left with nothing. You can see students practicing the Three-Party Coalition Exercise negotiation game in this free video: |
Game Theory and Negotiation Analytics Role-Play: Three-Party Coalition Exercise
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