TY - JOUR
T1 - The negotiation training model
AU - Wilkenfeld, Jonathan
AU - Kraus, Sarit
AU - Holley, Kim M.
PY - 1998
Y1 - 1998
N2 - Decision makers, particularly in crisis situations, are often overwhelmed by the amount of information they must analyze in relatively short time periods and are often unable to identify optimal outcomes. This article argues that the employment of simulation techniques based on a sophisticated decision support system facilitates the identification of utility-maximizing strategies. The negotiation training model and its negotiation support system GENIE are discussed in this article, and preliminary results based on simulation runs are reported.
AB - Decision makers, particularly in crisis situations, are often overwhelmed by the amount of information they must analyze in relatively short time periods and are often unable to identify optimal outcomes. This article argues that the employment of simulation techniques based on a sophisticated decision support system facilitates the identification of utility-maximizing strategies. The negotiation training model and its negotiation support system GENIE are discussed in this article, and preliminary results based on simulation runs are reported.
KW - Communication
KW - Complexity
KW - Decision support system (DSS)
KW - Experiments
KW - International crises
KW - Negotiation training model
KW - Political decisions
UR - http://www.scopus.com/inward/record.url?scp=0002205796&partnerID=8YFLogxK
U2 - 10.1177/1046878198291004
DO - 10.1177/1046878198291004
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AN - SCOPUS:0002205796
SN - 1046-8781
VL - 29
SP - 31
EP - 43
JO - Simulation and Gaming
JF - Simulation and Gaming
IS - 1
ER -