Online Content

1. Samarasan, Dhanesh K., "Negotiation as Discovery and Design"

Type:
Document
Date Created:
1990
Collection:
System Dynamic Society Records
Collecting Area:
University Archives
Collection ID:
ua435
Parent Record(s):
23d738ba88f8333bc39725f9cb5bd0b8, e3ebd4855fa658877b17f518e29a6ac9, and 386b7d5fcd17a644199db727913a7a7a
Thumbnail Path Ss:
/downloads/xw42ns36t?file=thumbnail
System Modified Dtsi:
2020-01-02T18:45:12Z
Description:
The use of computer tools to aid in decision-making and problem-solving activities suggests a view of negotiation in which parties collaborate to improve the quality of the information and knowledge on which they base their joint decisions. In this view, negotiation is characterized as a process of discovery and design. The effectiveness of negotiation is defined in three dimensions: legitimacy, feasibility, and efficiency. Computer tools are discussed in the context of information strategies, or ways in which negotiators use information in their efforts to ‘discover and design’ solutions.