Browsing All posts tagged under »Thomas Schelling«

Navigating The Negotiations Gap in the Procurement Process

November 27, 2010


This post is from the Contracting Intelligence Blog At any instant in time during the negotiation process, “gaps” can be attributed to any number of factors, including different goals and objectives, failure of the parties to clarify their respective understanding of terms and how they are used in particular industries or business segments, or perceptions […]

Schelling, Game Theory and Vietnam: The perils of a punitive negotiation strategy

November 26, 2010


“This dark side of Tom Schelling is also the dark side of social science – the brash assumption that neat theories not only reflect the real world, but can change it as well, and in ways that can be precisely measured.  And it’s a legacy that can be detected all too clearly in the U.S.’s […]