Hypergame analysis of personal negotiation process.

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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.