The Negotiation Training Model
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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.
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