چكيده به لاتين
Abstract:
People are correlating in different levels and with different purposes. These correlations will be more complicated when working in a team or an organization. Negotiation is one of these correlations between people, organizations and people-organisation. Negotiators effort would be directed, considering type of correlations, targets and parties power. Negotiators must make the decision resulted by arguments. Game thory is one of the decision making methods. In Game theory stakeholders try to choose a method maximizing their payoff and conclude to a stable situation. During the years there is a lot of game theory models developed with different applications.
In the beginning chapters of this thesis we studied four different subjects:”Game thory, Negotiation, Valuation and claim.” In the next chapters we developed a game theory model to analyze the claims between companies with high level of correlation. To achieve a reliable model we used a questionarie completed by experts, then results analyzed by statiscal methods like factor analysis, T-test and friedman test. Finally we used the factors extracted by statistical methods in the model. As this research focused on the organizations with high level of correlation, we considered factors like customer life time value and word of the mouth value to calculate players payoff.
Last chapters dedicated for case studies. We used final model to simulate four different case and find Nash equilibrium based on received data which was matching with the realities.
Keywords: Game theory, Claim, Negotiation, Nash equilibrium, Valuation
