Groupe d’études et de recherche en analyse des décisions

A Joint Gains Seeking Negotiation Method and an E-learning Course on Negotiation Analysis

Harri Ehtamo

I will first talk about a negotiation method that can be used for seeking joint gains for multi-player multi-issue negotiations. It is based on a famous "Single Negotiation Text" concept introduced by Roger Fisher and Howard Raiffa in Harvard University in early eighties. I will also speak about a "Joint Gains" software using this method and an e-learning module on Negotiation Analysis that have been developed in our laboratory.