Developing Competitive Strategies for Buyer-Supplier Negotiations
用微分博弈模型分析买方与供应商的谈判动态，涵盖合作与非合作两种情形，求解帕累托最优和纳什均衡，为管理者评估谈判策略提供依据。
Using differential game theory, a model is developed to analyze the dynamics accompanying buyer-supplier negotiations. Two cases are examined: the first supposes that the players bargain cooperatively and try to reach Pareto-optimal solutions; the second assumes a noncooperative atmosphere and seeks out Nash equilibria. Although the latter are not necessarily efficient, they do provide a measure of stability, and hence may be considered a conservative strategy. In either case, the buyer and supplier are bargaining over n issues with a view toward minimizing their individual costs. These costs are represented by a linear combination of the terminal offer or bid, and the cumulative losses incurred during the negotiating process. In the analysis, closed form solutions are obtained for a variety of structural and behavioral assumptions. For certain Nash equilibria it is shown that agreement is reached on all issues simultaneously. The results can be used to evaluate the performance of different strategies, as well as check for suboptimality.