Essentials of Negotiation
In: The international journal of conflict management: IJCMA, Band 8, Heft 2, S. 162-165
ISSN: 1044-4068
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In: The international journal of conflict management: IJCMA, Band 8, Heft 2, S. 162-165
ISSN: 1044-4068
In: Stanford journal of international law, Band 23, Heft 1, S. 1
ISSN: 0731-5082
In: Agriculture, forestry and rural development series 136
In: Working paper
World Affairs Online
In: Survival: global politics and strategy, Band 10, Heft 6, S. 177
ISSN: 0039-6338
In: The Fletcher forum of world affairs, Band 33, Heft 2, S. 29-36
ISSN: 1046-1868
In: Research finding
In: Human Sciences Research Council, MN 123
SSRN
Working paper
In: The public manager: the new bureaucrat, Band 29, Heft 1, S. 17
ISSN: 1061-7639
In: International negotiation: a journal of theory and practice, Band 9, Heft 1, S. 59-78
ISSN: 1571-8069
AbstractInnovative approaches such as the use of technology in negotiations raise questions of how technology interacts with the manifold contextual factors that play a role in negotiations. In this article, we introduce a theoretical framework that seeks to inform the design of Negotiation Support Systems (NSS) by focusing on two antecedents of negotiation success. On the one hand, we argue that NSS should stimulate a common (cultural) identity among the individual negotiators, a strong predictor of integrative agreements in prior research. On the other hand, NSS should seek to provide information in order to develop shared cognition among negotiators. Negotiators' perceptions of the problem at hand and possible solutions often diverge significantly as a consequence of their different knowledge and motives. In this article, we report some experimental support for this framework. We conclude that shared identity and shared cognition are relatively powerful predictors of outcomes of international negotiations, and that minimal variations in the configuration of an NSS can have strong effects on these results.
In: Max Planck yearbook of United Nations law, Band 4, Heft 1, S. 588-589
ISSN: 1875-7413
"With an increasing number of applications in the context of multiagent systems, automated negotiation is a rapidly growing area. Written by top researchers in the field, this state-of-the-art treatment of the subject explores key issues involved in the design of negotiating agents, covering strategic, heuristic, and axiomatic approaches. The authors discuss the potential benefits of automated negotiation as well as the unique challenges it poses for computer scientists and for researchers in artificial intelligence. They also consider possible applications and give readers a feel for the types of domains where automated negotiation is already being deployed. This book is ideal for graduate students and researchers in computer science who are interested in multiagent systems. It will also appeal to negotiation researchers from disciplines such as management and business studies, psychology and economics"--
In: Journal of Global Business and Trade, Band Vol.10, Heft No.1
SSRN
In: Group decision and negotiation, Band 19, Heft 5, S. 457-477
ISSN: 1572-9907