Appendix 1 Are You a Rational Person? Check Yourself
The purpose of this appendix is to help you assess your own rationality. First, we present the key principles of individual rationality, which focus on how people make independent decisions. Then we present and discuss game theoretic rationality, which focuses on how people make interdependent decisions.
Why Is It Important to Be Rational?
Let’s first consider why it is important for a negotiator to be rational. Rational models of behavior offer a number of important advantages for the negotiator:
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Pie expansion and pie slicing. Models of rational behavior are based upon the principle of maximization such that the course of action followed guarantees the negotiator will maximize his or her ...
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