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Major Themes and Prescriptive Implications
Major themes and prescriptive implications
Lawrence E.Susskind
Robert H.Mnookin

When we began our year–long seminar “Agents in Negotiation,” we had no idea how we would conclude. Our strategy was to consider agents as a “complicating factor,” that is, as one of approximately half a dozen features that make a negotiation complex. Such factors might include the cultural diversity of the parties, the presence of neutrals, the gender of the parties, the scientific or technical complexity of the issues under discussion, and the number of stakeholding group—any factor, that is, that may require elaboration of the basic model(s) or theory upon which negotiation practice is based. We were also committed to bringing together as many disciplinary perspectives as we could. If we were going ...

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