Cookies Policy

This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies.

I accept this policy

Find out more here

Negotiation as Drama: How "Games" Become Dramatic

No metrics data to plot.
The attempt to load metrics for this article has failed.
The attempt to plot a graph for these metrics has failed.
The full text of this article is not currently available.

Brill’s MyBook program is exclusively available on BrillOnline Books and Journals. Students and scholars affiliated with an institution that has purchased a Brill E-Book on the BrillOnline platform automatically have access to the MyBook option for the title(s) acquired by the Library. Brill MyBook is a print-on-demand paperback copy which is sold at a favorably uniform low price.

Access this article

+ Tax (if applicable)
Add to Favorites
You must be logged in to use this functionality

image of International Negotiation

The metaphor of drama has recently been proposed as a means of extending game-theoretic methods of analysis to include an understanding of irrationality, emotion and the way in which players "reframe" their situation so as to create for themselves a new, different game. This paper attempts to describe in terms accessible to non-mathematicians how to model and analyze a negotiation process as a drama. The central idea is that by analyzing a game (renamed a "frame") and certain objects within it, we can find its gradient, i.e., the tendency of its different parts to change under the pressure of the emotions generated by its perceived fixity. Thus rather than an analysis of what must happen inside a given game, we have an analysis of the transformations the game - now a "frame"- must undergo in order to solve the problems it generates. To illustrate, the endings of two recent films -Reservoir Dogs and Pulp Fiction - are analyzed to show why the three-way duel in the first case ends in a shoot-out while in the second case, it ends peacefully. The same model, with a few changes, is then used to model "peace-keeping" negotiations such as might take place between the UN and a group involved in ethnic conflict.

Affiliations: 1: 10 Bloomfield Rd, Moseley, Birmingham, B13 9BY, UK


Full text loading...


Data & Media loading...

Article metrics loading...



Can't access your account?
  • Tools

  • Add to Favorites
  • Printable version
  • Email this page
  • Subscribe to ToC alert
  • Get permissions
  • Recommend to your library

    You must fill out fields marked with: *

    Librarian details
    Your details
    Why are you recommending this title?
    Select reason:
    International Negotiation — Recommend this title to your library
  • Export citations
  • Key

  • Full access
  • Open Access
  • Partial/No accessInformation