4. Can Negotiators Outperform Game Theory?

Chapters in this book

1. Frontmatter i
2. Contents vii
3. Acknowledgments ix
4. Abbreviations xi
5. Introduction 1
6. PART I. THEORETICAL DISPUTES
7. 1. Prescriptive Models in Organizational Decision Making 21
8. 2. Game Theory and Garbage Cans: An Introduction to the Economics of Internal Organization 36
9. 3. Behavioral Economics and Nonrational Organizational Decision Making 53
10. 4. Can Negotiators Outperform Game Theory? 78
11. 5. Playing the Maintenance Game: How Mental Models Drive Organizational Decisions 99
12. PART II. NEW FOUNDATIONS OF RESEARCH
13. 6. Organizational Contracting: A "Rational" Exchange? 125
14. 7. Transaction Cost Economics and Organization Theory 155
15. 8. Toward a Psychology of Contingent Work 195
16. PART III. STRETCHING THE BOUNDARIES
17. 9. Bonded Rationality: The Rationality of Everyday Decision Making in a Social Context 219
18. 10. Endogenous Preferences: A Structural Approach 239
19. References 248
20. Contributors 276
21. Index 281