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Negotiations now typically involve many parties that have an interest in the outcome?the "stakeholders"?and require decisions on many complex issues. Immense sums of money may ride on the outcome.
Sophisticated support for negotiators is available?for example, computer simulation models based on dynamic game theory. These models can predict the behavior of stakeholders in multiparty deals and guide negotiators to winning strategies. As yet, however, few business leaders feel comfortable surrendering their personal judgment on such crucial issues to a "black box."
We have therefore been developing a middle way: a set of readily understood tools to help decision makers in complex multiparty negotiations...
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