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Comunicación, jugadas estratégicas y compromiso: un análisis desde la economía experimental

Author

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  • Luis Alejandro Palacio Garcia
  • Brayan Snehider Díaz
Abstract
Thomas Schelling es uno de los grandes referentes en teoría de juegos y negociación, pues ha sido reconocido como un pionero al proponer los conceptos y sentar las bases de los modelos formales, basado siempre en la observación y el contraste empírico. Su enfoque sobre la comunicación, las jugadas estratégicas y el compromiso permite entender las ventajas, en términos de poder de negociación, de anunciar públicamente que la decisión ya está tomada, incluso cuando el mensaje es simple palabrería. Tomando este punto de partida, este artículo se centra en cómo la economía experimental ha permitido ampliar y afinar sus propuestas originales. Es posible clasificar esta literatura en tres vertientes: 1) comunicación no vinculante, 2) utilización de jugadas estratégicas, 3) credibilidad y compromiso. Entre los hallazgos se resalta que la comunicación es un mecanismo útil para transmitir información privada y, por lo tanto, afecta las creencias y el comportamiento de los negociadores. Por su parte, las jugadas estratégicas cumplen el rol de transferir la ventaja del primer movimiento al segundo jugador. Por último, el sentido de justicia, el temor a los castigos y la reputación de los negociadores afectan la credibilidad de sus amenazas.

Suggested Citation

  • Luis Alejandro Palacio Garcia & Brayan Snehider Díaz, 2022. "Comunicación, jugadas estratégicas y compromiso: un análisis desde la economía experimental," Apuntes del Cenes, Universidad Pedagógica y Tecnológica de Colombia, vol. 41(73), pages 17-42, February.
    • Handle: RePEc:col:000152:020705
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    References listed on IDEAS

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    More about this item

    Keywords

    Teoría de juegos y teoría de la negociación; teoría de la confrontación; amenazas; poder de negociación; resolución de conflictos; compromiso creíble; economía experimental.;
    All these keywords.

    JEL classification:

    • C7 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory
    • C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D01 - Microeconomics - - General - - - Microeconomic Behavior: Underlying Principles
    • D74 - Microeconomics - - Analysis of Collective Decision-Making - - - Conflict; Conflict Resolution; Alliances; Revolutions

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