Managing Negotiation Knowledge with the Goal of developing Negotiation Decision Support Systems
نویسندگان
چکیده
While Information Technology has been used to support negotiation there is little research in the domain of knowledge management in legal negotiation. In this paper we discuss the nature of negotiation knowledge and how such knowledge can be utilized to construct negotiation decision support systems. We conduct an in-depth examination of the notion of a BATNA (Best Alternative to a Negotiated Agreement) and given a useful BATNA, how we can use issue and preference elicitation and compensation and trade-off strategies to provide negotiation decision support. We conclude by indicating how current negotiation support systems can be extended to support Online Dispute Resolution and haw we can extend the Family_Winner system in light of the need to more adequately manage negotiation knowledge.
منابع مشابه
A Concept toward Negotiation Support for Value Management on Sustainable Construction
Decision making for value-based design in Value Management (VM) is very complicated due to the involvement of many parties. In such situation where the designer, project manager, facility manager and others are involved in choosing a single alternative from a set of solutions, a negotiation support is required to evaluate and rank the solution before engaging into negotiation. This paper presen...
متن کاملOn automated e-business negotiations: Goal, policy, strategy, and plans of decision and action
In recent years, there has been increasing interest in automated e-business negotiations. The automation of negotiation requires a decision model to capture the negotiation knowledge of policymakers and negotiation experts so that the decision-making process can be carried out automatically. Current research on automated e-business negotiations has focused on defining low-level tactics (or nego...
متن کاملFrom problems to protocols: Towards a negotiation handbook
Automated negotiation protocols represent a potentially powerful tool for problem solving in decision support systems involving participants with conflicting interests. However, the effectiveness of negotiation approaches depends greatly on the negotiation problem under consideration. Since there is no one negotiation protocol that clearly outperforms all others in all scenarios, we need to be ...
متن کاملNo Negotiation, Limited Negotiation, and Extended Negotiation in Proactive Focus on Form in Vocabulary Acquisition
Negotiation, as an interactional strategy and proactive focus on form (FoF) have received increased attention in second language research. The combination of negotiation and proactive FoF, however, has not been examined in relation to L2 vocabulary learning. To address this gap, the present study investigated how the amount of negotiation and proactive FoF impacted learners’ vocabulary knowledg...
متن کاملKnowledge Sharing in Negotiation Process Coordination
In negotiations, independent of the context in which these are being applied, the goal is reaching an agreement, and every agreement comprises a decision making result. The negotiator‘s expertise can determine the success of a project. Of great importance is the greatest possible amount of information on the negotiation, so as to secure competitive data which can sway the negotiation and identi...
متن کامل