Strategies for Oligopoly Negotiations Involving Multiple Issues


Correspondence concerning this article should be addressed to James K. Esser, Department of Psychology, P.O. Box 10036, Lamar University, Beaumont, Texas 77710.


This study compared the effectiveness of cooperative, distributive, and integrative strategies in oligopoly negotiations involving multiple issues. Seventy-five female subjects from introductory psychology classes assumed the role of buyers and negotiated with three programmed strategies (sellers). Subjects could bargain with the seller of their choice and could change sellers at any time. Results indicated that subjects made most offers to and reached most agreements with the cooperative seller. Furthermore, the cooperative seller strategy tended to earn most profit per customer contact and produced most joint profit per customer contact. However, the integrative seller tended to produce most seller profit per agreement and joint profit per agreement.