The Influence of Personality on the Bargaining Process

A Model of the Bargaining Process The bargaining process has been viewed as a sequence of bargainers adjusting their expectations,' as a complex process,2 and in realistic terms.3 In the present experiment, bargaining is viewed as a learning process. The model used is that of a simple linear learning model4 in which the revised bids of the buyer are a function of the bids of the seller in the previous offer. Thus,