| 来源类型 | Article |
| 规范类型 | 其他 |
| DOI | 10.1007/BF01075188 |
| Decision analysis for practical negotiation application. | |
| Spector BI | |
| 发表日期 | 1993 |
| 出处 | Theory and Decision 34 (3): 183-199 |
| 出版年 | 1993 |
| 语种 | 英语 |
| 摘要 | The family of decision analysis techniques can be applied effectively to support practical negotiators in international settings. These techniques are most appropriate in support of the prenegotiation phase, when parties are diagnosing the situation, assessing their own plans and strategies, and evaluating likely reactions and outcomes. The paper identifies how these approaches have and can be used to assist negotiation practitioners, offers a rationale for the application of decision analytic approaches in terms of the particular analytical requirements of the prenegotiation period, suggests how these process-oriented tools can be integrated with substantive tools, and discusses ways in which these tools can be presented and delivered to practitioners in a practical and confidence-building manner. |
| 主题 | Processes of International Negotiation Network (PIN) |
| URL | http://pure.iiasa.ac.at/id/eprint/12851/ |
| 来源智库 | International Institute for Applied Systems Analysis (Austria) |
| 引用统计 | |
| 资源类型 | 智库出版物 |
| 条目标识符 | http://119.78.100.153/handle/2XGU8XDN/127175 |
| 推荐引用方式 GB/T 7714 | Spector BI. Decision analysis for practical negotiation application.. 1993. |
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