APLICAÇÃO DA TEORIA DOS JOGOS NA GESTÃO DE PESSOAS: UMA ANÁLISE DA VARIÁVEL SALÁRIO

• Autor(a) principal: Santos, João Almeida
• Data de Publicação: 2012
• Tipo de documento: Dissertação
• Idioma: por
• Título da fonte: Biblioteca Digital de Teses e Dissertações da METODISTA
• Texto Completo: http://tede.metodista.br/jspui/handle/tede/84
• topic: Teoria dos Jogos; Gestão de Pessoas; organização; trabalhador; Equilíbrio de Nash; Game Theory; People Management; organization; worker; Nash Equilibrium; CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO

This paper presents the main aspects of Game Theory, showing its application as an analytical tool in People Management with respect to the variable salary. It considers the organization and worker as general concepts, without identifying the sector, business field, legal classification according to their revenue, total employees or market share of the organization. Likewise the concept worker receives no identification on the business field where they work, function, salary or professional training. The organization is any structure that generates goods and services for society and the worker is every element that employs its workforce in the production of goods and services. The objectives set for this study are: to identify the possibilities of application of Game Theory in People Management considering the variable salary as an element of conflict between the organization and the worker; to show whether the extensive form representation is more appropriate or not to analyze the clash scenario in the decision to hire or not the worker or pay more or pay less and the existence of Nash Equilibrium. The qualitative methodology with bibliographic and documentary support features this qualitative research according to the research methodology. Qualitative methods help to interpret the everyday phenomena, which may be composed of symbolic data located in a particular context. The documentary research is an important contribution to the study of the proposed topic, since qualitative research is not a rigidly structured proposal and this allows the researcher to use imagination and creativity to achieve the goal. The results obtained by the research point out that it is possible the application of Game Theory in People Management considering the clash between the players (the worker and the organization) about the salary, as can be seen in chapter 4 in the matrix representations of payoff of a strategic game and pictures 9, 10, 11, and 16. The representation in extensive form, is another goal, indicating the payoffs between two central decisions represented by X = flexibility with waiver of rights by workers and Y = flexibility / adaptation / negotiation, as shown in picture 16. By analyzing the picture, the personnel manager realizes existing strategies for organization and worker for decision making, while assessing the present situation and doing simulations for new proposals. Finally the Nash Equilibrium for application in People Management is discussed in section 4.1.3, making it possible to verify that both the worker and the organization can reach a favorable decision for both and keep their originally intended purposes. In picture 17, this balance is shown after the decision is made by the worker in face of the proposal made by the organization in the wake O2 and the worker got the sequence branch T2 with the value of 20 coins. The potentiality of Game Theory in People Management arises from the fact that those who work in an organization share good or bad results obtained by the choices of others, individual choices and the choices built collectively. When the worker decides to produce less, the company suffers a loss of income generated by the slower pace of work. To change this situation, the company takes the decision to raise the salary and the worker in turn develops the task faster and in greater quantities and the company can then resume its profit. In these games there are demands for performance, a requirement to achieve goals, pressures, and conflicts with clients and leaders. Thus, Game Theory can be applied as a tool for the Personnel Manager to assess the situation experienced for decision making to solve the situation of confrontation.