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RR-93-17.pdf

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http://eprints.org/relation/isVersionOf https://pure.iiasa.ac.at/id/document/60098 http://eprints.org/relation/isVolatileVersionOf https://pure.iiasa.ac.at/id/document/60098 http://eprints.org/relation/isIndexCodesVersionOf https://pure.iiasa.ac.at/id/document/60098 archive 351 disk0/00/00/37/32 2016-01-15 02:02:23 2021-08-27 17:35:37 2016-01-15 02:02:23 monograph show Spector B.I. AL1242 pub iis_inn iis_neg iis_met prog_pin 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. 1993 published RR-93-017. Reprinted from Theory and Decision, 34:177-181 [1993]. RP-93-017 Reprinted from Theory and Decision; 34:177-181 [1993] 15 2412 public research_reprint Theory and Decision 34 IIASA, Laxenburg, Austria 177-181 168 TRUE 0040-5833 FALSE info:eu-repo/semantics/book