GAME-THEORETIC AND BEHAVIORAL NEGOTIATION THEORY

This article evaluates the state of the art and provides an interdisci plinary framework for game-theoretic and behavioral negotiation theory . The former is based on concepts like extensive form, payoff and info rmation structure, and equilibrium concepts. The latter has a foundati on in psychology, organization theory, sociology, and related fields. The objectives of the article are to build upon recent advances in bot h game-theoretic and behavioral negotiation theory, bring the discipli nes closer together, and generate a foundation for future research in interdisciplinary negotiation theory. The article develops two interdi sciplinary frameworks for game-theoretic and behavioral negotiation th eory. Implications of the frameworks are discussed to illustrate their applicability and superiority over earlier frameworks.