Hypergame analysis of personal negotiation process.

个人谈判过程的超级博弈分析。

• 批准号: 08610069
• 负责人: TAKIGAWA Tetsuo
• 金额: $ 1.41万
• 依托单位: Hokkaido University
• 依托单位国家: 日本
• 项目类别: Grant-in-Aid for Scientific Research (C)
• 财政年份: 1996
• 资助国家: 日本
• 起止时间: 1996 至 1997
• 项目状态: 已结题
• 来源: https://kaken.nii.ac.jp/grant/KAKENHI-PROJECT-08610069/
• 关键词: hypergame; negotiation; conflict analysis; BATNA; decision aid; メタゲーム; 葛籐解決; 交渉場面; 葛藤解決

The purpose of the present study was to investigate if the hypergame analysis can be applied to the psychological aspect of person-to-person negotiation process. Using hypergame analysis, we have investigated the negotiation process of seller-buyer interactions in the piano purchase as a typical example. The situation should be analyzed as a dynamically changing hypergame structure. The results obtained by the protocol analysis showed that the hypergame analysis was effective to find optimal strategies in the negotiation processes including misundepstandings. One of the major findings is that the interactive processes based on the mutual misunderstandings yield the non-optimal equilibrium solutions. However, the perceived games at the end of negotiation did not reveal the major factors that affected the result of the negotiation, and the factors are based on the misunderstandings appeared in the process of negotiation. The conclusion suggests that modeling of the structural change of the hypergame is necessary to analyze the mutual exchange of the strategies that change dynamically in the course of negotiations.

本研究的目的是探讨超博弈分析是否可以应用于人对人谈判过程的心理方面。以钢琴购买为例，运用超博弈分析方法，研究了买卖双方的谈判过程。这种情况应该被分析为一个动态变化的超博弈结构。协议分析的结果表明，超博弈分析是有效的，以找到最优策略的谈判过程中，包括不信任。其中一个主要发现是，基于相互误解的互动过程产生了非最优均衡解。然而，谈判结束时的感知博弈并没有揭示出影响谈判结果的主要因素，这些因素都是基于谈判过程中出现的误解。结论表明，建模的超博弈的结构变化是必要的，以分析在谈判过程中的动态变化的策略的相互交换。

项目成果

M.Taira & T.Takigawa: "The effect of inserted information on analogical reasoning." Japanese Cognitive Science. 4(4). 83-98 (1997)

平先生

Y.Majima & T.Takigawa: "Research review of inductive reasoning and hypothesis testing." Technical Report, Dept.Psychol., Hokkaido University. No.7. (1997)

真岛勇

平 真木夫, 瀧川 哲夫: "挿入情報が類推判断に及ぼす影響" 認知科学. 4(4). 83-98 (1997)

Makio Taira，Tetsuo Takikawa：“插入信息对类比判断的影响”认知科学 83-98 (1997)。

眞島 良全, 瀧川 哲夫: "帰納的推論及び仮説検証過程に関する研究概観" Technical Report,Dept.Psychol.,Hokkaido University. 7. 1-32 (1997)

Ryozen Majima、Tetsuo Takikawa：“归纳推理和假设检验过程的研究概述”技术报告，北海道大学心理学系，7. 1-32 (1997)。

瀧川哲夫: "心理学的交渉場面へのハイパーゲーム分析適用の有効性" Technical Report,Hokkaido University. (予定).

Tetsuo Takikawa：“将超级博弈分析应用于心理谈判情境的有效性”技术报告，北海道大学（计划中）。