Rational Games: A Philosophy Of Business Negotiation From Practical Reason

Rational Games: A Philosophy of Business Negotiation from Practical Reason

Why do people in a business negotiation settle for less than each of them could and should receive? Two rational players face off in an economic game. Each pursues interests as conventional theory dictates, but all too often, the result is suboptimal. Why do they fail to capture what Dr. Young calls the cooperative surplus? Dr. Young proposes that the root of the problem lies in the philosophical assumptions underlying decision and game theory. The common understanding of economic rationality is fundamentally flawed, he says. It assumes that rational players are always self-interested and that they will make decisions on the basis of consequences. Arguing that no theory of economic rationality developed from this foundation can lead to the desired prescriptive results, Dr. Young maintains that a successful prescriptive theory of rationality must start from a different premise: the notion of actors as autonomous agents who act over and above their inclinations to express their identity.