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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...
Persistent link: https://www.econbiz.de/10010812781
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable ways that one side can meet...
Persistent link: https://www.econbiz.de/10010852335
If two people have different probability assessments about the realization of an uncertain event, they can design a contingent agreement such as a bet or gamble that offers each of them positive expected value. Yet, in the process of formulating this kind of agreement, information about the...
Persistent link: https://www.econbiz.de/10004990796
Students of international negotiations often examine strategic interactions among a given set of parties dealing with a specified group of issues. The issues and parties themselves are often choice variables whose ultimate configuration can have decisive effects on a bargain's outcome. Using a...
Persistent link: https://www.econbiz.de/10005010570
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"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...
Persistent link: https://www.econbiz.de/10009209397
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,...
Persistent link: https://www.econbiz.de/10008646193