Includes bibliographical references (pages 273-281) and index.

Of the Argument -- Negotiation Dilemmas -- Received Philosophical Assumptions -- Considered Economic Rationality (CER) -- Application to Business Negotiations -- What Is Economic Rationality? -- Objective versus Subjective Rationality -- Why Be Rational? -- Theoretical versus Practical Reason -- Monological versus Social Reason -- Economic Rationality and Its Assumptions -- Summary: Connection to Decision and Game Theory -- The Problem: Opportunity Lost -- Some Practical Dilemmas -- Theoretical Foundations: A Primer on Game Theory -- "Intuitive Correction": Will "Irrationality" Solve the Problem? -- The Roots of the Problem -- Philosophical Foundations -- Applications to Decision and Game Theory -- Conclusion: The "Dead End" of Prescriptive Economic Rationality -- Gauthier's Proposal: A Strategic Bargaining Solution -- Gauthier's Bargaining Solution -- Omissions and Problems -- Limits of This Approach: Can Strategic Rationality Be Corrected? -- Elements of Considered Economic Rationality -- Requirements of a New Theory -- Considered Economic Rationality: A Brief Sketch -- Four Elements of Considered Economic Rationality -- Summary and a Way Forward -- Negotiating on the Basis of Considered Economic Rationality -- Can We Draw Practical Lessons from Philosophy? -- Elements of a CER-Based Negotiation Strategy -- How Has Considered Economic Rationality Been Applied? -- Case Studies: The Privatization of Electricity Distribution -- Privatization of the U.K. Electricity Distribution Industry.

SACFinal081324