Mediating a bilateral multi-issue negotiation

摘要

In decision-making, people rely on random selection processes, such as flipping a coin, to make decisions that involve so much uncertainty that they cannot be made rationally. In bilateral multi-issue negotiations, given even bargaining power and two-sided uncertainty, negotiators are frequently faced with difficult decisions that cannot be made using a rational strategy or even by flipping a coin. A deadlock, in which both negotiators refuse to act upon incomplete information, while simultaneously refusing to disclose more information, may arise; then, mediation is required. This paper proposes a mediation protocol that is based on the single negotiation text (SNT) device suggested by Roger Fisher. This protocol provides a deal-construction game to be played by both protagonists, not only ensuring a rational strategy but also producing better outcomes than would be achieved by flipping a coin.