An analytic basis for decision support in negotiations

Gregory E. Kersten, Wojtek Michalowski, David Cray and Ian Lee

Naval Research Logistics (NRL), 1991, vol. 38, issue 5, 743-761

Abstract: Mediators increase the effectiveness of negotiation processes. The art of mediation includes interpersonal skills, ability to convince, and proficiency in argumentation. The science of mediation represents an analytical approach to problem solving, a systematic analysis of the process, of players' positions, and of their goals, aspirations, and concessions. Analytical tools for mediation can be used by mediators, but these tools can also support negotiators in their analysis, verification of their positions, and choices. The knowledge of effective and safe alternatives, of sets of compromises, and the knowledge of the possible outcomes of concessions may be used to develop an effective strategy and to increase a negotiator's bargaining power. Models to analyze alternatives, to verify concessions made by the opponents, to determine effective alternatives, and to search for solutions that yield mutual gains, to aggregate opponents' proposals, to look for coalition members, and to simulate some of the actions of a mediator are discussed in the article.

Date: 1991
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https://doi.org/10.1002/1520-6750(199110)38:53.0.CO;2-R

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Persistent link: https://EconPapers.repec.org/RePEc:wly:navres:v:38:y:1991:i:5:p:743-761

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