Latest Posts
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Game Practice #2: The Game of Chicken…
… and Why It’s Risky in Negotiations Two cars. One road. Both speeding toward each other. Who swerves first…? Who “blinks”? Welcome to the Game of Chicken — a game of escalation, brinkmanship, and bluffing. Almost every negotiator can tell a tale about it: And sometimes?… They crash. Chicken is about who’s more committed to…
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Game Practice #1: The Prisoner’s Dilemma
Are you facing the Prisoner’s Dilemma without realizing it? You’ve probably heard of the Prisoner’s Dilemma: Two suspects. One deal on the table. If they both stay silent, they both get light sentences. If one confesses, they walk free while the other gets punished. If both confess, they both lose. The twist? Even if they…
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Game Practice: When ‘Game Theory’ Gets Real
Game theory is the study of strategic interaction — how players make decisions when the outcome depends not just on their own move, but on what others choose to do. It started in economics and military planning, but today is applied in B2B negotiations everywhere. Game theory helps us understand hidden dynamics. Instead of delving…