Negotiation Engineering: A Structured Problem-solving Approach to Negotiation
- Working Paper
Negotiations are complex problems, presenting a wide range of challenges to the solution process. We introduce a problem-solving approach to negotiation inspired by the successful solution-oriented discipline of engineering, which we call Negotiation Engineering. The key elements of this approach are the reduction of problems to their basic structures and the application of heuristic methods to problem solving. We argue that the use of mathematical language in negotiation problems enables an increased logical accuracy in negotiation analysis and allows using a variety of existing helpful mathematical tools to achieve a negotiation agreement. We demonstrate the practicability and usefulness of this approach in three case studies in the area of international diplomacy in which Negotiation Engineering was applied to achieve negotiation solutions. Show more
Journal / seriesETH Zurich: Negotiation and Conflict Management Research Paper Series
PublisherETH Zurich, Chair of Negotiation and Conflict Management
Organisational unit09460 - Ambühl, Michael / Ambühl, Michael
NotesSubmitted on 13 October 2015.
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