Modeling cognitive influences on the dynamics of negotiations

A series of simulation-based analyses demonstrate that the dynamics of the negotiating process may be critically affected by three cognitive factors. These are: (1) negotiators´ subjective, self-interested evaluations of potential settlements, which determine the shape of the feasible region for potential settlements and define the structure of the negotiation problem; (2) the parties´ strategic negotiating orientations, or the manner in which their evaluations of the desirability of settlements are influenced by concern for the other negotiator´s welfare; and (3) the tactical rules that guide the choice of concessionary offers that negotiators make during the bargaining process