Are game theoretic concepts suitable negotiation support tools? From Nash equilibrium refinements toward a cognitive concept of rationality

Abstract

If game theory is to be used as a negotiation support tool, it should be able to provide unambiguous recommendations for a target to aim at and for actions to reach this target. This need cannot be satisfied with the Nash equilibrium concept, based on the standard instrumental concept of rationality. These equilibria, as is well known, are generally multiple in a game. The concept of substantive or instrumental rationality has proved to be so pregnant, however, that researchers, instead of re-evaluating its use in game theory, have simply tried to design concepts related to the Nash equilibrium, but with the property of being unique in a game — i.e., they have devised ways ofselecting among Nash equilibria. These concepts have been labeledrefined Nash equilibria.