Abstract
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.
This is a preview of subscription content, log in via an institution to check access.
Similar content being viewed by others
References
Frei, Daniel and Ruloff, Dieter: 1989,Handbook of Foreign Policy Analysis. Dordrecht, The Netherlands: Martinus Nijhoff Publishers.
Hopple, G.W.: 1986, ‘Decision aiding dangers: The law of the hammer and other maxims’,IEEE Transactions on Systems, Man and Cybernetics. SMC-16, 6. November–December.
Institute for the Future: 1983, ‘The use of dynamic cross-impact modeling (DYCIM) in forecasting’, Menlo Park, CA: IFTF, Technical Report.
Mitchell, Arnold, Dodge, Burnham, Kruzic, Pamela, Miller, David, Schwartz, Peter, and Suta, Benjamin 1977,Handbook of Forecasting Techniques, Parts I and II. Menlo Park, CA: Center for the Study of Social Policy, Stanford Research Institute. Final Report, August.
Raiffa, Howard: 1968,Decision Analysis. Reading, MA: Addison-Wesley.
Raiffa, Howard: 1982,The Art and Science of Negotiation. Cambridge, MA: Belknap Press/Harvard University Press.
Saunders, Harold: 1985, ‘We need a larger theory of negotiations: The importance of prenegotiating phases’,Negotiation Journal (July) 1.
Shaw, Roderick, Gallopin, Gilberto, Öberg, Sture, and Weaver, Paul 1991, ‘Sustainable development: A systems approach’, Laxenburg, Austria: IIASA. Final Report, December 6.
Spector, Bertram: 1991a, ‘Decision analysis: explaining the processes of multilateral negotiation’, presentation at the International Institute for Applied Systems Analysis/Processes of International Negotiation Project, Laxenburg, Austria, July 1–2. To be included in I.W. Zartman (Ed.),Analysis of Multilateral Negotiation. San Francisco: Jossey-Bass Publishers (1993, forthcoming).
Spector, Bertram: 1991b, ‘Preference adjustment and opportunities for agreement: A contingency analysis of the UNCED prenegotiation process’, Working Paper. Laxenburg, Austria: IIASA. (October).
Spector, Bertram: 1990, ‘Decision analysis support’, Technical Report. Bethesda, MD: Booz, Allen and Hamilton Inc.
Ulvila, Jacob: 1990, ‘Turning points: An analysis’, in J. McDonald Jr. and D. Bendahmane (Eds.),U.S. Bases Overseas. Boulder, CO: Westview Press.
Ulvila, Jacob and Brown, Rex: 1982, ‘Decision analysis comes of age’,Harvard Business Review 60, 5 (September–October), 130–141.
Ulvila, Jacob and Snider, Warren: 1980, ‘Negotiation of international oil tanker standards: An application of multiattribute value theory’,Operations Research 28, 81–96.
Weiner, Edith and Brown, Arnold: 1986, ‘Stakeholder analysis for effective issues management’,Planning Review (May), 27–31.
White, C.C. and Eldeib, H.K.: 1986, ‘Parameter imprecision in finite state, finite action dynamic programs’,Operations Research 34(1), 120–129.
Zartman, I.W.: 1989, ‘Prenegotiation: Phases and functions’, in Janice G. Stein (Ed.),Getting to the Table: The Processes of International Prenegotiation. Baltimore, MD: The Johns Hopkins University Press.
Author information
Authors and Affiliations
Rights and permissions
About this article
Cite this article
Spector, B.I. Decision analysis for practical negotiation application. Theor Decis 34, 183–199 (1993). https://doi.org/10.1007/BF01075188
Issue Date:
DOI: https://doi.org/10.1007/BF01075188