Principled Negotiation, Evolutionary Systems Design, and Group Support Systems: A Suggested Integration of Three Approaches to Improving Negotiations
نویسندگان
چکیده
Recently, there has been increasing interest in the application of information processing technologies such as GSS to the field of negotiations. This paper explores the theoretical and practical integration of principled negotiation, the ESD framework, and the MeetingWorks GSS in supporting negotiation processes. Recent developments in negotiation theory and practice have identijed “‘principled negotiation” as an improved way of resolving disputes. Evolutionary Systems Design (ESD) is a widely-used formal modeling j-amework for task-oriented group processes including group decision making, planning, policy making, and negotiation. A4eetingWorks is a comprehensive group support system (GSS) that provides a variety of tools to assist task-oriented groups.
منابع مشابه
Process support for the option generation phase in win-win negotiations: comparison of three communication modes
Analytically oriented Negotiation Support Systems have been studied and developed for decades, but they have not become widely adopted by negotiation practitioners. Along with the phenomenal growth of e-commerce, a need has arisen for information systems that support the parties’ “soft” negotiation processes and communications in addition to the “hard” quest for a mathematically optimal solutio...
متن کاملThe Science and Engineering of E-Negotiation: An Introduction
The decision-making aspect of the negotiation process requires that participants collect and process information to determine alternatives, and to formulate offers and arguments. The communication aspect of negotiations involves exchange of offers, arguments and counterarguments. Collecting and processing new information involves learning, leading to modifications and adjustment of the decision...
متن کاملE-negotiations: towards engineering of technology-based social processes
Traditionally, negotiation support was based on normative and prescriptive research; its users were analysts and experts. The purpose of the recently developed e-negotiation systems is to provide negotiators with services and to satisfy their requirements rather than direct their activities so that they conform to rationality and optimality principles. This orientation is typical to software en...
متن کاملThe Science and Engineering of E-negotiation: Review of the Emerging Field
An increasing number of negotiations are conducted via electronic media allowing for an extensive use of software in negotiators’ activities. Traditionally, negotiation support was based on normative and prescriptive research; its users were analysts and experts. The purpose of the recently developed e-negotiation systems is to provide negotiators with services and to satisfy their requirements...
متن کاملTowards a Structured Design of Electronic Negotiations
Global communication networks and advances in information technology enable the design of information systems facilitating effective formulation and efficient resolution of negotiation problems. Increasingly, these systems guide negotiators in clarifying the relevant issues, provide media for offer formulation and exchange, and help in achieving an agreement. In practice, the task of analysing,...
متن کامل