It is always amazing to see how wide a spectrum of results can be obtained from replicating an identical negotiation with different principal actors; it makes no difference whether there subjects are inexperienced or whether they are senior executives and young presidents of business firms. That is an important lesson to be learned here.

It is always amazing to see how wide a spectrum of results can be obtained from replicating an identical negotiation with different principal actors; it makes no difference whether there subjects are inexperienced or whether they are senior executives and young presidents of business firms. That is an important lesson to be learned here.

Most people, even in simple risky situations, don't behave the way the theory of utility would have them behave.

We act like a zero-sum society, when in reality there is a lot of non zero-sum fat to be skimmed off to everyone's mutual advantage.

A mediator is an impartial outsider who tries to aid the negotiators in their quest to find a compromise agreement.

the mediation of internal conflicts can be resolved by linkages with other problems.

It's easy, of course, for two teams to collude, but somewhat more difficult for twenty-eight