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When should we use agents? Direct vs. representative negotiation

1988; Wiley; Volume: 4; Issue: 4 Linguagem: Inglês

10.1007/bf01000775

1571-9979

Jeffrey Z. Rubin, Frank E. A. Sander,

Multi-Agent Systems and Negotiation

Negotiation JournalVolume 4, Issue 4 p. 395-401 When Should We Use Agents? Direct vs. Representative Negotiation Jeffrey Z. Rubin, Jeffrey Z. Rubin Jeffrey Z. Rubin is Professor of Psychology at Tufts University (Medford, Mass.) and Executive Director of the Program on Negotiation at Harvard Law School, 517 Pound Hall, Harvard Law School, Cambridge, Mass. 02138.Search for more papers by this authorFrank E. A. Sander, Frank E. A. Sander Frank E. A. Sander is Associate Dean and Bussey Professor of Law at Harvard Law School, 364 Langdell Hall, Harvard Law School, Cambridge, Mass. 02138.Search for more papers by this author Jeffrey Z. Rubin, Jeffrey Z. Rubin Jeffrey Z. Rubin is Professor of Psychology at Tufts University (Medford, Mass.) and Executive Director of the Program on Negotiation at Harvard Law School, 517 Pound Hall, Harvard Law School, Cambridge, Mass. 02138.Search for more papers by this authorFrank E. A. Sander, Frank E. A. Sander Frank E. A. Sander is Associate Dean and Bussey Professor of Law at Harvard Law School, 364 Langdell Hall, Harvard Law School, Cambridge, Mass. 02138.Search for more papers by this author First published: October 1988 https://doi.org/10.1111/j.1571-9979.1988.tb00482.xCitations: 44AboutPDF ToolsExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onEmailFacebookTwitterLinkedInRedditWechat REFERENCES Fisher, R. and Ury, W. L. (1981). Getting to YES: Negotiating agreement without giving in. Boston : Houghton Mifflin. Web of Science®Google Scholar Goldberg, S. Green, E. and Sander, F. E. A. (1987). "Saying you're sorry Negotiation Journal 3: 221–224. 10.1111/j.1571-9979.1987.tb00415.x Web of Science®Google Scholar Lax, D. A. and Sebenius, J. K. (1986). The manager as negotiator. New York : The Free Press. Google Scholar Potter, S. (1948). The theory and practice of gamesmanship: The art of winning games without actually cheating. New York : Holt. Google Scholar Sander, F. E. A. and Rubin, J. Z. (1988). "The Janus quality of negotiation: Dealmaking and dispute settlement. Negotiation Journal 4: 109–113. 10.1111/j.1571-9979.1988.tb00453.x Web of Science®Google Scholar Schelling, T. (1960). The strategy of conflict. Cambridge , Mass. : Harvard University Press. Google Scholar Citing Literature Volume4, Issue4October 1988Pages 395-401 ReferencesRelatedInformation