eNegotiation Exhibition
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Smartsettle One+ Negotiations

Case Description and Preference Information

There are a wide variety of case types used in the exhibition. Cases used for Smartsettle One+ negotiations involve one numerical issue. Review the shared background information and any private information for the party that you will be playing. The preferences are simple - one party prefers high values and the other party prefers low values.


Understand what you want and imagine what your opponent will do. Make an estimate of what you consider to be fair and what you would expect in the case of no agreement. Real life negotiators resist conceding past fair but might do so to avoid a worse outcome. So these two possible outcomes bracket the place where you will likely end up.

Negotiating Range: Suggest a negotiating range to the other party by entering values for what you (optimistically) prefer and what the other party prefers (based on what they have said or what you know). If you are too conservative then the other party will extend the range.

Initial moves: Make a generous secret move (with your yellow flag) right out of the gate. There is no advantage in holding back because this is hidden from the other party. Make a visible proposal to show some movement within the established negotiating range and encourage the other party to do the same.

Concessions: Make your final secret move (with the yellow flag) early. This should be close to fair or reasonable in order to take advantage of Smartsettle's reward for generosity. Respond to the other party's visible concessions with corresponding moves with your own green flag.

Expert Neutral Dealcloser (END)

If the other party is too unreasonable, an outcome can still be guaranteed if both parties agree to the END option provided in Final Session. If parties are very close then Smartsettle will settle the deal by simply splitting the difference. Otherwise Smartsettle will use the opinion of three "expert neutrals" to determine "fair" and use the middle value to settle the case, favoring the player who ends up closest to fair. In competitions, the costs of discovery are simulated by a penalty of 1% of your score in that case. In real lift, the work of discovery can be put off until Final Session. If most cases solve before Final session this will reesult in significant savings.


If there is a current competition, you must complete at least two negotiations to be eligible for scoring. In order to score well, you must reach agreement in more than half of your negotiations. Compete in as many cases as you like but be sure that you have time to finish them. Your final score will be normalized between zero and 100 with a sophisticated formula based on the inputs of all players. Remember that Smartsettle rewards those that exhibit collaborative behavior that values relationships.


When you are finished your negotiations, we would appreciate your feedback in the post-negotiation questionnaire.

Thanks for playing. Enjoy the exhibition.

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