Negotiation Engineering: Why Quantitative Thinking Can Also be Useful in Negotiations

Abstract

Although often complex, negotiations are based on practical problems that can be solved using specialized, ad hoc methods. Based on Negotiation Engineering: A Quantitative Problem-Solving Approach to Negotiation (2017), we examine the approach to Negotiation Engineering developed by the authors therein. Negotiation Engineering is a problem-solving approach to difficult negotiations, inspired by the established solution-oriented discipline of engineering. It is based on the reduction of problems into their most formal structures and the heuristic application of quantitative problem-solving methods. Mathematical language in negotiations can help increase logical accuracy in negotiation analysis and apply various existing mathematical methods to reach a negotiation agreement. We demonstrate the practicability and usefulness of this approach using two case studies in which Negotiation Engineering was applied to reach negotiation agreements. While both case studies stem from the field of international diplomacy, Negotiation Engineering could be useful in contributing to solving a wide variety of problems in different fields and contexts. As such, it could be particularly beneficial for professionals with a technical training and a background in natural science, who could transfer and apply their skills more effectively.