Applied Game Theory
This paper is concerned with the formalization of the notion of power in the context of two person negotiations. The notion of power is defined as follows: the amount of power of A over B is related to the level of achievement of B's objectives in the interaction A-B. As for the origin of power, it is taken as related to the strategies available to both parties in their interaction huch as rewards, punishments, etc.). The development of these ideas relies mainly on the concepts of game theory but specific factors drawn from the psychological and psychosociologicalliterature, such as the notion of representation, arc explicitely introduced in the model. Besides the formalization, the paper includes a detailed discussion of two examples enhancing the role of representation in power analysis. An axiomatic treatment of the model is briefly reported in the appendix.