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Hacia una teoría de la negociación: un estudio experimental en economía
Science (New York, N.Y.)
|May 13, 1983
Resumen
Las teorías de negociación económica son difíciles de probar debido a preferencias no observables. Los experimentos de laboratorio revelaron deficiencias, pero también patrones consistentes en el comportamiento de negociación, lo que sugiere caminos para mejorar los modelos económicos.
Área de la Ciencia:
- La economía del comportamiento es la economía del comportamiento.
- Teoría de juegos Teoría de juegos.
- La economía experimental es la economía experimental.
Sus antecedentes:
- Las teorías de negociación económica se basan en preferencias no observables, lo que dificulta las pruebas empíricas en entornos del mundo real.
- Los experimentos controlados de laboratorio ofrecen una alternativa viable para probar estas teorías económicas.
Objetivo del estudio:
- Para probar las teorías económicas contemporáneas de negociación utilizando métodos experimentales.
- Para identificar deficiencias y regularidades en el comportamiento de negociación.
Principales métodos:
- Diseño y realización de experimentos controlados de laboratorio.
- Observar y analizar el comportamiento de negociación en condiciones experimentales.
Principales resultados:
- Los resultados experimentales indican que las teorías actuales de negociación tienen un poder descriptivo limitado.
- Se observaron regularidades consistentes en el comportamiento de negociación en todos los experimentos.
Conclusiones:
- Los hallazgos destacan la necesidad de teorías de negociación más descriptivas y precisas.
- Los datos experimentales, combinados con los avances teóricos, pueden guiar el desarrollo de modelos económicos mejorados para la negociación.
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