Agents often bargain on behalf of their principals. In many common negotiating situations, especially where ex post ratification of the agent's agreement is required (e.g., union contracts, treaties), an agent faces inherent uncertainty about the terms that are minimally acceptable to the...

"Negotiation analysis" seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests (as distinct from the issues on the table and the positions taken), alternatives to negotiated agreement, approaches to...

Occasionally, analytic models have found their way into complex policy negotiations. This article scrutinizes four such cases. When they appear independent and credible, models can play a variety of traditional mediating roles: They can foster learning, help define the negotiating agenda,...