The negotiation training model

Jonathan Wilkenfeld, Sarit Kraus, Kim M. Holley

Research output: Contribution to journalArticlepeer-review

8 Scopus citations


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.

Original languageEnglish
Pages (from-to)31-43
Number of pages13
JournalSimulation and Gaming
Issue number1
StatePublished - 1998


  • Communication
  • Complexity
  • Decision support system (DSS)
  • Experiments
  • International crises
  • Negotiation training model
  • Political decisions


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