E-Negotiation Support Systems Overview

In this fast moving global working environment, negotiators are benefiting from the pervasive application of computers and networks in the workplace. There is an increasing usage of E-negotiation Support Systems (ENS) in both internal and external negotiations. ENS are computer systems that help negotiators achieve better agreements by enhancing their information processing capabilities and communication with other parties. Recent empirical research on ENS has shown that the employment of ENS facilitates the improvement of the negotiation process and outcome (e.g., Delaney, Foroughi, & Perkins, 1997; Goh, Teo, Wu, &Wei, 2000; Rangaswamy & Shell, 1997). This article identifies the key areas of ENS research, the corresponding constructs, findings and challenges. Finally, it proposes an integrative framework of ENS research for future research.

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Minimizing Negotiation Process Losses With Computerized Negotiation Support Systems

Journal of Applied Business Research (JABR) ◽

10.19030/jabr.v14i4.5648 ◽

2011 ◽

Vol 14 (4) ◽

pp. 15 ◽

Cited By ~ 19

Author(s):

Abbas Foroughi

Keyword(s):

Cognitive Biases ◽

Support Systems ◽

Negotiation Process ◽

Negotiation Support Systems ◽

Future Research ◽

Negotiation Support ◽

Negative Effects ◽

Cognitive Limitations ◽

Emotional Aspects ◽

Future Research Directions

The growing frequency of negotiation situations as well as an increasing complexity of the issues that need to be resolved in a negotiation have generated interest in computer support for negotiation. Negotiation Support Systems (NSS) show potential for alleviating or overcoming major process losses which hinder the effectiveness of negotiations, including the negative effects of cognitive limitations, cognitive biases and dysfunctional socio-emotional aspects of negotiator behavior. This paper gives a brief overview of existing NSS and presents a framework for research in the NSS area, which highlights empirical research, which has already been conducted in this area. Also included is a discussion of future research directions, which are needed in the area of NSS.

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Business Negotiation Support: Theory and Practice

International Negotiation ◽

10.1163/1571806041262106 ◽

2004 ◽

Vol 9 (1) ◽

pp. 31-57 ◽

Cited By ~ 28

Author(s):

Aldo De Moor ◽

Hans Weigand

Keyword(s):

Support Systems ◽

Small And Medium Enterprises ◽

Negotiation Process ◽

Theory And Practice ◽

Negotiation Support Systems ◽

Negotiation Support ◽

Business Negotiation ◽

Contract Negotiations ◽

Domain Specific ◽

Medium Enterprises

AbstractBusiness negotiation support systems (NSS) are slowly entering the market, although they lack a clear theoretical basis as of yet. Negotiation is a complicated process with many aspects that have only partially been described with the formal rigidity needed to build support systems. Most theories about negotiation are descriptive and not prescriptive, which, among other things, prevents their use as a basis for negotiation support systems. Complicating matters is that a negotiation process consists of several distinct stages, each with its own characteristics. Furthermore, there are many types of negotiations, depending on the domain. This suggests that we should not strive for one general negotiation support system, but for a set of domain-specific tools. To ground the development and application of these tools in different scenarios, we propose an integrated theoretical framework. After presenting an overview of existing negotiation support approaches, we construct a business negotiation support metamodel for NSS analysis. The metamodel is illustrated by analyzing the MeMo project, which concerns contract negotiations in small and medium enterprises in the European construction industry. The MeMo system is one of the first business NSS with an explicit international orientation.

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