Abstract
Negotiation management, a framework for practical implementation of computer-based support to negotiators and their staffs, is defined and described in this paper. In particular, three integrated tools and their underlying methodologies, are illustrated. The collaborative use of computers and information techniques in complex negotiation is framed in terms of a ‘discovery and design’ paradigm in which parties engage in dialogue, learn, and develop trust that can support the negotiation itself through a process of joint analysis and modeling.
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Samarasan, D.K. Analysis, modeling, and the management of international negotiations. Theor Decis 34, 275–291 (1993). https://doi.org/10.1007/BF01075193
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DOI: https://doi.org/10.1007/BF01075193