INSTAF - Institute for Strategic Affairs

PERFECTIONING THE RESULTS

    The Negotiation Agreement Area (NAA) was introduced in this paper.The theory explains that power, justice norms and aspiration levels influence the outcome of negotiations. The theory proceeds from the assumption that power and justice norms influence aspiration levels and that only the aspiration levels influence the outcome directly. Now the original paper can be downloaded here. An Area Theory for Experimental Two-Person Characteristic Function Games, Gerald R. Uhlich, SFB 303, Universität Bonn, Discussion Paper B-105, 1988