Bargaining Chip

2021 ◽  
pp. 256-277
Author(s):  
Gordana Dobrijević
Keyword(s):  
Interpersonal Communication ◽  
Cognitive Biases ◽  
Support Systems ◽  
Software Agents ◽  
Negotiation Support Systems ◽  
Negotiation Support ◽  
Limited Ability ◽  
Electronic Negotiation ◽  
Recent Advances ◽  
Different Types

Negotiation is one of the basic forms of interpersonal communication, especially important in contemporary business. Although we assume that only humans can engage in negotiations, there are many negotiation support systems and software agents designed to assist human negotiators before and during the process. They were developed to overcome human cognitive biases and limited ability to handle information. They can support human negotiators, but also be used in place of humans to carry out negotiations on their own. The aim of this chapter is to provide an overview of different types of electronic negotiation, most recent advances in that area, some challenges in electronic negotiation, and interaction between humans and agents in negotiation.

scholarly journals DECISION SUPPORT IN SOFTWARE SUPPORTED NEGOTIATIONS

2010 ◽  
Vol 11 (4) ◽  
pp. 576-597 ◽  
Author(s):  
Tomasz Wachowicz
Keyword(s):  
Decision Support ◽  
Support Systems ◽  
Scoring Systems ◽  
Negotiation Support Systems ◽  
Negotiation Support ◽  
Software Support ◽  
Electronic Negotiation ◽  
Support Tools ◽  
Electre Tri

In this paper we consider the idea of negotiations conducted by means of the software support tools. We present the advantages of the negotiation support systems discussing their different functions and typologies focusing later on the possibilities of decision support they can give to the negotiating parties in all negotiation phases. After presenting the most popular solutions we introduce also two of our own procedures that can be applied in the pre‐negotiation phase for eliciting negotiators’ preferences and building the offers’ scoring systems for the parties. The first one is based on the Hammond, Keeney and Raiffa's procedure of even swaps, while the second derives from the Roy's ELECTRE‐TRI. Both of them can be easily applied as the analytic engines in electronic negotiation systems replacing the classical additive scoring systems. We discuss also the issue of using different scoring systems in the successive negotiation phases.

scholarly journals Minimizing Negotiation Process Losses With Computerized Negotiation Support Systems

2011 ◽  
Vol 14 (4) ◽  
pp. 15 ◽  
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.

The Roles of Online Intermediaries in Collective Memory-Supported Electronic Negotiation

2010 ◽  
pp. 1831-1847
Author(s):  
Nongkran Lertpittayapoom ◽  
Souren Paul
Keyword(s):  
Collective Memory ◽  
Negotiation Support Systems ◽  
The Internet ◽  
Electronic Negotiations ◽  
Negotiation Support ◽  
Electronic Negotiation ◽  
Face To Face ◽  
Face Negotiation ◽  
Online Intermediary ◽  
Memory Support

Following the emergence of the Internet, electronic negotiation has become an alternative to face-to-face negotiation. The rise of websites such as electronic marketplaces or electronic brokerages also fueled the popularity of electronic negotiation. The current forms of negotiation support systems (NSS) used to support many electronic negotiations offer very little support for historical negotiation data. In order to address this issue, the idea of a collective memory support in negotiations has been proposed in recent years. This paper highlights the use of an online intermediary as an effective location from which collective memory support can be offered. The paper proposes that an intermediary based collective memory support will increase confidence in negotiation, reduce overall negotiation time, and strengthen trust between negotiators.

Business Negotiation Support: Theory and Practice

2004 ◽  
Vol 9 (1) ◽  
pp. 31-57 ◽  
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.

Negotiation support systems: roots, progress and needs

1991 ◽  
Vol 1 (4) ◽  
pp. 233-247 ◽  
Author(s):  
C W Holsapple ◽  
H Lai ◽  
A B Whinston
Keyword(s):  
Support Systems ◽  
Negotiation Support Systems ◽  
Negotiation Support
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