This paper presents a practitioner's perspective on the use of systematic analytical techniques to improve the practice of international negotiations, primarily in a multilateral context. A generic model of the negotiation process is presented and the utility of various analytical methodologies is evaluated against the component functions described by the model. Overall, analytical tools for negotiation support are viewed as most useful in the prenegotiation phase. Conclusions are based primarily on practical experience, not on theories of negotiation.
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Hafner, G. The use of analytical methods and tools in international negotiations: A practitioner's perspective. Theor Decis 34, 329–343 (1993). https://doi.org/10.1007/BF01075196
- Decision support systems
- practitioner perspective
- negotiation models