经济博弈论_Chapter18.pdfVIP

讨价还价讨价还价 BargainingBargaining 第18章 ChapterChapter 1818 讨价还价 Bargaining 人们在生活中总在进行着讨价还价： People engage in bargaining throughout their lilives:  买卖双方在价格上 Buyers and sellers over price  工人人和老板在老板在工资上资上 Workers and bosses over wages  国家在相互贸易政策，或在裁军上 Countries over policies of mutual trade liberalization Countries over policies of mutual trade liberalization, or mutual arms reduction  夫妇在购房、择业和抚养孩子上 CouplesCouples overover housinghousing, careerscareers, childchild rearingrearing, etcetc.  儿童在分享玩具和做游戏上 Children over sharing toys and playing games  …… Slide 2 讨价还价 Bargaining 所有的讨价还价问题有两个共同点。 All barggainingg situations have two thinggs in common. 首先，谈判各方达成一致所能够产生和得到的总收益 应该比他们独立行动所能得到的个人收益之和要大应该比他们独立行动所能得到的个人收益之和要大。 First, the total payoff that the parties to the negotiation are capable of creating and g p g enjoying as a result of reaching an agreement should be greater than the sum of the individualindividual payoffspayoffs thatthat theythey couldcould achieveachieve separately. 其次其次，这不是这不是一个零和博弈个零和博弈。 Second, it is not a zero-sum game. Slide 3 讨价还价 Bargaining 表面看起来是一个零和博弈：当剩余存在时，谈判就是为了瓜分 它。每个讨价还价者都试图让自己多得，而留给别人更少。 Itt mayay appeaappear toto bebe zeeroo-susum: wheen aa susurpplusus eexists,sts, the negotiation is about how to divide it up. Each bargainer tries to get more for himself and leave less for the others. 但在这背后隐藏着一个危险，如果协议未能达成，没有人可以得 到任何一点剩余。 But behind it lies the danger that, if the agreement is g ,