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Prisioneiro 2
Confessa Não
? Confessa
Prisioneiro Confessa (2;2) (0;10)
1
Prisioneiro 2
Confessa Não
? Confessa
Prisioneiro Confessa (2;2) (0;10)
1
Prisioneiro 2
Confessa Não
? Confessa
Prisioneiro Confessa (2;2) (0;10)
1
Prisioneiro 2
Confessa Não
? Confessa
Prisioneiro Confessa (2;2) (0;10)
1
Prisioneiro 2
Confessa Não
? Confessa
Prisioneiro Confessa (2;2) (0;10)
1
Anuncia Segue
Pequena
Anuncia ( 0.5, 4) ( 3, 2)
Segue ( 1, 8) ( 0.5, 1)
Analise da Dominante
Grande
Anuncia Segue
Pequena
Anuncia ( 0.5, 4) ( 3, 2)
Segue ( 1, 8) ( 0.5, 1)
Jogo da Firma Dominante
Grande
Anuncia Segue
Pequena
Anuncia ( 0.5, 4) ( 3, 2)
Segue ( 1, 8) ( 0.5, 1)
Análise da Dominante
Conclusão:
Anuncia Segue
Pequena
Anuncia ( 0.5, 4) ( 3, 2)
Segue ( 1, 8) ( 0.5, 1)
Análise da Menor
Grande
Anuncia Segue
Pequena
Anuncia ( 0.5, 4) ( 3, 2)
Segue ( 1, 8) ( 0.5, 1)
Jogo da Firma Dominante
Conclusão:
Anuncia Segue
Pequena
Anuncia ( 0.5, 4) ( 3, 2)
Segue ( 1, 8) ( 0.5, 1)
Dominant Firm Game
Conclusão:
Prisioneiro 2
Confessa Não
? Confessa
Prisioneiro Confessa (2;2) (0;10)
1
Zona de Contrato
Wm
Firma
Onde será feito o acordo na Zona de
contratodepende do poder de barganha
Poder de Barganha depende de
– Alternative opportunities if no bargain is reached
(outside option)
• Union: alternative employment
• Firm: Substitute for union workers
– Relative cost of delay
• Union: Strike fund
• Firm: Inventory, strength of sales demand
– Commitment strategy
• Extent to which you can make the other party believe you will
not budge
Example of a more complicated Bargaining Simulation
Two teams: Union(U); Management (M)
Each team gets a suit of 13 cards
The cards correspond to wage thresholds:
Wage M U
• 15 2
• 14 3-4
• 13 5-7
• 12 8-10
• 11 J-K A
• 10 A J-K
• 9 8-10
• 8 5-7
• 7 3-4
• 6 2
• Each team draws one card that will set their reservation wage. This must not be
shown to the other team except for the full information game.
• Through the remaining rounds, teams will reveal additional cards at random
• Teams can reveal other cards if they wish
• Teams can make statements about their bargaining objectives to the other team
Bargaining Techniques
• Interest-Based Bargaining
– Attempt to arrive at efficient outcome
• No relevant information privileged
• Focus on solving mutual problem of making the
firm as successful as possible
• Requires long-standing bargaining relationship
between parties
Bargaining Techniques
• Principled Negotiations
– Both parties start with perceptions of the
economic climate and their goals
– Alternative mechanisms to reach these goals
are presented
– Options are evaluated against some objective
criteria or by a third party expert
– No private information
Bargaining Techniques