Supporting Negotiations: Methods, Techniques, and Practice

Spector, B.I. (1993). Supporting Negotiations: Methods, Techniques, and Practice. IIASA Research Report (Reprint). IIASA, Laxenburg, Austria: RR-93-017. Reprinted from Theory and Decision, 34:177-181 [1993].

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Abstract

The family of decision analysis techniques can be applied effectively to support practical negotiators in international settings. These techniques are most appropriate in support of the prenegotiation phase, when parties are diagnosing the situation, assessing their own plans and strategies, and evaluating likely reactions and outcomes. The paper identifies how these approaches have and can be used to assist negotiation practitioners, offer a rationale for the application of decision analytic approaches in terms of the particular analytical requirements of the prenegotiation period, suggests how these process-oriented tools can be integrated with substantive tools, and discusses ways in which these tools can be presented and delivered to practitioners in a practical and confidence-building manner.

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