Samarasan, Dhanesh K., "Negotiation as Discovery and Design", 1990
ua435
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.