Modelling Bilateral Negotiations in the Navy Detailing Process

Abstract

We propose a nested model for negotiations in the Navy detailing process considering the uncertain and dynamic outside options. The model is composed of three modules, single-threaded negotiations, synchronized multi-threaded negotiations, and dynamic multi-threaded negotiations. These three models embody increased sophistication and complexity. The single-threaded negotiation model provides the negotiation strategies without specifically considering outside options. The model of synchronized multi-threaded negotiations builds on the single-threaded negotiation model and considers the presence of concurrently available outside options. The model of dynamic multi-threaded negotiations expands the synchronized multi-threaded model by considering the uncertain outside options that may come dynamically in the future. The modules are described individually, and extensions are discussed for their application in more general situations.