BARGAINING APPROACHES

CLASSICAL STRATEGISTS, BOUNDED RATIONAL STRATEGISTS, AND PROSPECT

THEORISTS

MOSES, MACHIAVELLI, AND WILLY SUTTON: OLD TESTAMENT PROPHETS, THE PRINCE,

AND THE BANK ROBBER ARE CLASSICAL STRATEGISTS--RATIONAL ACTORS.

FORCE AND DIPLOMACY

PROMISES OF REWARD WITH THREATS OF PUNISHMENT

LEVERAGE

BLACK-BOX

GAMES OF MUTUAL CONFLICT

PRISONER'S DILEMMA

COOPERATIVE GAMES

CHICKEN

EXPLOITED COOPERATION--THE SUCKERS PAYOFF

INCENTIVES TO DEFECT

DEFENSIVE

OFFENSIVE

ITERATIVE PRISONERS DILEMMA

FUTURE COOPERATION

FUTURE SHADOW ON PRESENT

CHICKEN

DETERRENCE AND COERCION

THREATS & COMMITMENTS

CRITICAL RISK IS TOLERANCE FOR THREAT. A THRESHOLD:

ABOVE WHICH YOU YIELD, BELOW WHICH YOU STAND FIRM

THREAT CREDIBILITY

LOSS OF CONTROL

GIVE UP OPTION TO COMPLY

COLLECTIVE GOODS

FREE RIDER PROBLEM

OF NO-COST DEFECTION

SELECTIVE INCENTIVES

BOUNDED RATIONALITY

PERSUSASION

SEARCH FOR INFO

LACK OF CONTROL

NO PROMISES

NO THREATS

UNEXPECTED +, -

IDEOLOGUES

UNLIMITED PRINCIPLES

NO LIMITED PURPOSES

NO MUTUAL GAIN

INDIVIDUAL SELF-INTEREST

DEVIL AN IDEOLOGUE

MOTHER THERESA, A FROG

DEVIL, A SCORPRION

PROSPECT THEORISTS

BASEMENT OF FEAR

PARANOIDS

WINDOW OF OPPORTUNITY

MACHIAVELLIANS

FRAMING AS RELATIVE GAINS

FRAMING AS LOSS AVOIDANCE

ARMS RACING: RELATIVE GAIN

MISCALCULATED ESCALATION

PRISONER'S DILEMMA

STATUS QUO REFERENCE POINTS

MUTUAL

LOSS AVERSION: COOPERATION

ENDOWMENT EFFECT

FOREGONE GAIN LESS THAN

PERCEIVED LOSS

REFERENCE POINTS AS

PERCEPTUAL ANCHORS

HENCE, INSENTIVITY TO INFORMATION

CERTAINTY EFFECT

SURE GAIN PREFERRED OVER LIKELY ONE.

PROSPECT THEORISTS

GETTING TO TABLE

GETTING TO YES

EMPHATIZE WITH OTHERS

POSITIONS vs. INTERESTS

vs. SYMBOLIC VALUES

LIBRARY QUARREL

PARETO OPTIMAL SOLUTIONS

BRIDGES TO CONCILIATION

CEASE-FIRE DOWNPAYMENTS

MUTUAL TRUST