Negotiation Engineering: A Structured Problem-solving Approach to Negotiation
Metadata only
Datum
2016-07-11Typ
- Working Paper
ETH Bibliographie
yes
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Abstract
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. Mehr anzeigen
Publikationsstatus
publishedExterne Links
Zeitschrift / Serie
ETH Zurich: Negotiation and Conflict Management Research Paper SeriesBand
Verlag
ETH ZurichThema
Negotiation engineering; problem solving; Heuristic method; Mathematical languageOrganisationseinheit
09460 - Ambühl, Michael (emeritus) / Ambühl, Michael (emeritus)
Zugehörige Publikationen und Daten
Is previous version of: https://doi.org/10.3929/ethz-b-000197731
ETH Bibliographie
yes
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