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1997 Fiscal Year Final Research Report Summary

Hypergame analysis of personal negotiation process.

Research Project

Project/Area Number 08610069
Research Category

Grant-in-Aid for Scientific Research (C)

Allocation TypeSingle-year Grants
Section一般
Research Field 実験系心理学
Research InstitutionHokkaido University

Principal Investigator

TAKIGAWA Tetsuo  Hokkaido Univ.Dept.of Psychol., Professor, 文学部, 教授 (30098503)

Project Period (FY) 1996 – 1997
Keywordshypergame / negotiation / conflict analysis / BATNA / decision aid
Research Abstract

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.

  • Research Products

    (4 results)

All Other

All Publications (4 results)

  • [Publications] 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)

    • Description
      「研究成果報告書概要(和文)」より
  • [Publications] 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)

    • Description
      「研究成果報告書概要(和文)」より
  • [Publications] M.Taira & T.Takigawa: "The effect of inserted information on analogical reasoning." Japanese Cognitive Science. 4(4). 83-98 (1997)

    • Description
      「研究成果報告書概要(欧文)」より
  • [Publications] Y.Majima & T.Takigawa: "Research review of inductive reasoning and hypothesis testing." Technical Report, Dept.Psychol., Hokkaido University. No.7. (1997)

    • Description
      「研究成果報告書概要(欧文)」より

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Published: 1999-03-16  

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