Using Game Theory in Negotiations

About the Course:

Game Theory is a branch of mathematics that has particular application for negotiators. In recent years, four Game Theorists won Nobel Prizes.

This seminar shows negotiators how to use game theory to structure negotiations. Negotiators learn how to identify the levers of bargaining power; tipping and walk-away points; the optimal timing and signaling of moves; how to make credible commitments; and, how to interpret the likely motivations behind others’ actions.

Also discussed is how reputation and end game effects factor into negotiations as well as how to achieve compliance once agreements are reached. Game trees are introduced and compared with decision trees. Dealmakers learn how to put such insights into action with a dynamic road map of strategies and tactics to guide them throughout negotiations.

Course Leader: Dr. Paul Papayoanou, Founding President, SGG

Dr. Paul Papayoanou developed the Strategic Gaming approach and was awarded registration of a service mark for the powerful game-theoretic application by the U.S. Patent and Trademark Office. Dr. Papayoanou has been using game theory approaches in academia and the business world for more than twenty years. He received a Ph.D. from the University of California, Los Angeles, using advanced game-theoretic techniques in his dissertation. He was then a professor at the University of California, San Diego and at Harvard University, where his teaching and research often employed game theory. As a consultant, Dr. Papayoanou has used his expertise in game theory to help numerous companies in a wide range of industries to make and execute important business decisions that have captured billions of dollars of value. Papayoanou is the author of Game Theory for Business: A Primer in Strategic Gaming and Power Ties, and co-editor of New Games, a special issue of The Journal of Conflict Resolution. He has also written numerous articles that have appeared in journals, books, and business publications.

Course Length: Approx. 1.5 hours


Purchase Now:

Need help purchasing this course? Please contact Neomi Barazani at 609-919-1895 ext. 100 or at