Journal articles: 'Negotiation support'

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Wachowicz, Tomasz. "DECISION SUPPORT IN SOFTWARE SUPPORTED NEGOTIATIONS." Journal of Business Economics and Management 11, no. 4 (December 31, 2010): 576–97. http://dx.doi.org/10.3846/jbem.2010.28.

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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.

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GWIAZDA-RZEPECKA, Brygida. "NEGOTIATIONS IN PEACE SUPPORT OPERATIONS IN IRAQ AND AFGHANISTAN – RESEARCH RESULTS." Scientific Journal of the Military University of Land Forces 163, no. 1 (January 2, 2012): 73–93. http://dx.doi.org/10.5604/01.3001.0002.3234.

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Negotiation has become one of the most socially effective methods of solving conflicts. The aim of this article is to present the results of research on negotiations in peace support operations in Iraq and Afghanistan. There have been five negotiating styles discussed as their role appears to be crucial in the negotiation process. Some conclusions on conducting negotiations have been elaborated as well.

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Foroughi, Abbas. "Minimizing Negotiation Process Losses With Computerized Negotiation Support Systems." Journal of Applied Business Research (JABR) 14, no. 4 (August 29, 2011): 15. http://dx.doi.org/10.19030/jabr.v14i4.5648.

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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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Jonker, Catholijn M., Koen V. Hindriks, Pascal Wiggers, and Joost Broekens. "Negotiating Agents." AI Magazine 33, no. 3 (September 20, 2012): 79. http://dx.doi.org/10.1609/aimag.v33i3.2421.

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Negotiation is a complex emotional decision-making process aiming to reach an agreement to exchange goods or services. From an agent technological perspective creating negotiating agents that can support humans with their negotiations is an interesting challenge. Already more than a decade, negotiating agents can outperform human beings (in terms of deal optimality) if the negotiation space is well-understood. However, the inherent semantic problem and the emotional issues involved make that negotiation cannot be handled by artificial intelligence alone, and a human-machine collaborative system is required. This article presents research goals, challenges, and an approach to create the next generation of negotiation support agents.

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De Moor, Aldo, and Hans Weigand. "Business Negotiation Support: Theory and Practice." International Negotiation 9, no. 1 (2004): 31–57. http://dx.doi.org/10.1163/1571806041262106.

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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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Piya, Sujan, Mohammad Miftaur Rahman Khan Khadem, and Ahm Shamsuzzoha. "Negotiation based decision support system for order acceptance." Journal of Manufacturing Technology Management 27, no. 3 (April 4, 2016): 443–68. http://dx.doi.org/10.1108/jmtm-04-2015-0023.

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Purpose – The purpose of this paper is to develop a mathematical model of a make-to-order manufacturing company simultaneously negotiating multiple contingent orders that possess conflicting issues in order to achieve order acceptance decisions (OADs). Design/methodology/approach – The paper developed a mathematical model by incorporating probabilistic theory and some theories of negotiation in the OAD problem. The model helps to harness the relationship between the manufacturer and customers of contingent orders on conflicting issues. A numerical example is enumerated to illustrate the working mechanism and sensitivity of the model developed. Findings – In the negotiation-based OAD system, if more than one customer is willing to negotiate on the offer of manufacturer, rather than engaging in one-to-one negotiation, the manufacturer has to negotiate with all the customers simultaneously to maximize the expected contribution and acceptance probability from all the orders. Also, the numerical example illustrates that, sometimes, rejecting an order/orders from the order set gives better results in terms of the expected contribution than continuing negotiations on them. Originality/value – Through continuing research efforts in this domain, certain models and strategies have been developed for negotiation on a one-to-one basis (i.e. negotiation by the manufacture with only one customer at a time). One-to-one negotiation will neither help companies to streamline their production systems nor will it maximize the expected contribution. To the best of the author’s knowledge, so far, this is the first instance of research work in the domain of a joint OAD and negotiation framework that attempts to develop a simultaneous negotiation method for arriving at OADs.

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FILZMOSER, MICHAEL, JESUS RIOS, STEFAN STRECKER, and RUDOLF VETSCHERA. "THE IMPACT OF ANALYTICAL SUPPORT AND PREFERENCE DETERMINATION ON CONSISTENCY IN E-NEGOTIATIONS — A NEW METHOD AND PRELIMINARY RESULTS." International Journal of Information Technology & Decision Making 09, no. 05 (September 2010): 673–94. http://dx.doi.org/10.1142/s0219622010004068.

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This paper explores whether the decisions made by a negotiator during negotiations are consistent with her preferences. By considering the entire set of offers exchanged during a negotiation, the measures of consistency developed in this paper provide a compact representation of important behavioral characteristics throughout the negotiation process. The consistency measures developed in this paper are validated with data from an experimental study in which the impact of two factors on negotiation processes is studied: the availability of analytical support and imposed vs. elicited preferences. We find that negotiators behave more consistently when preferences are assigned to them by the experimenters than when their preferences are elicited. On the other hand, an impact of analytical support is only found when preferences are elicited. These results shed light on both the design of negotiation experiments and the development of negotiation support systems.

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Foroughi, Abbas. "A Survey Of The Use Of Computer Support For Negotiation." Journal of Applied Business Research (JABR) 11, no. 2 (September 21, 2011): 121. http://dx.doi.org/10.19030/jabr.v11i2.5882.

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A survey was taken of negotiation practices in business and industry. Of particular interest was the extent to which computer technology is being used to enhance and support negotiation. The most widely used types of computer support were costing of anticipated demands, mathematical models and contract analysis. Pre-negotiation and post-negotiation activities had been more widely supported by computers than had actual negotiation sessions. A large number of organizations expressed a willingness to use computer support for future negotiations, and the consensus was that pre-negotiation activities could most benefit from such support. Those who had not yet used computer support for negotiations felt that costing and contract analysis could cost benefit from such support. The survey identified areas in need of improvement in the negotiation process and provided the basis for identifying solutions to these problems which could be provided by the used of innovative computerized negotiation support.

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Neijens, Peter, Roderick Swaab, and Tom Postmes. "Negotiation Support Systems: Communication and Information as Antecedents of Negotiation Settlement." International Negotiation 9, no. 1 (2004): 59–78. http://dx.doi.org/10.1163/1571806041262115.

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AbstractInnovative approaches such as the use of technology in negotiations raise questions of how technology interacts with the manifold contextual factors that play a role in negotiations. In this article, we introduce a theoretical framework that seeks to inform the design of Negotiation Support Systems (NSS) by focusing on two antecedents of negotiation success. On the one hand, we argue that NSS should stimulate a common (cultural) identity among the individual negotiators, a strong predictor of integrative agreements in prior research. On the other hand, NSS should seek to provide information in order to develop shared cognition among negotiators. Negotiators' perceptions of the problem at hand and possible solutions often diverge significantly as a consequence of their different knowledge and motives. In this article, we report some experimental support for this framework. We conclude that shared identity and shared cognition are relatively powerful predictors of outcomes of international negotiations, and that minimal variations in the configuration of an NSS can have strong effects on these results.

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Zhang, Hong, Kai Zhang, Marco Warsitzka, and Roman Trötschel. "Negotiation complexity: a review and an integrative model." International Journal of Conflict Management 32, no. 4 (May 17, 2021): 554–73. http://dx.doi.org/10.1108/ijcma-03-2020-0051.

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Purpose This paper aims to review and synthesize the existing literature related to negotiation complexity and provides an integrative model to systematically identify and examine factors contributing to negotiation complexity and how they affect negotiating parties’ behaviors and economic and subjective outcomes. Design/methodology/approach The approach was to combine relevant literature from negotiation in general and from negotiation complexity in particular and to develop and support an integrative model of complexity in real-world negotiations. Findings The literature on negotiation complexity and previous analytical frameworks are reviewed from a cross-disciplinary perspective. Based on the integrative review, an integrative model of negotiation complexity is proposed for identifying important complexity contributory factors. Six contributory factors are distinguished based on the three negotiation components – negotiation task, dynamic variables of negotiators and negotiation context. Their effects on negotiation complexity are examined and discussed with respect to four complexity dimensions (i.e. informational and computational, procedural, social and strategic dimensions). Finally, the effects of negotiation complexity on parties’ behaviors and outcomes are examined based on previous theoretical and empirical research and practical tools for managing negotiation complexity are delineated. Originality/value The integrative review and conceptualization of negotiation complexity are helpful for gaining a better understanding of negotiation complexity and its management in various real-world domains.

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Lee, Shin-Kyuo. "The Effect of the Background Factors of Trade Negotiation and Negotiation Strategy on Non-Face-to-Face Negotiation Outcomes of Korean Small and Medium-Sized Trading Companies." Korea International Trade Research Institute 18, no. 6 (December 31, 2022): 205–21. http://dx.doi.org/10.16980/jitc.18.6.202212.205.

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Purpose – The purpose of this study is to analyze the relationship between background factors of business negotiation and negotiation outcome for Korean small and medium sized trading companies. Design/Methodology/Approach - By analyzing business negotiation factors such as culture, organization, knowledge on trade practice, individual characteristics, and negotiation process, a research model was derived, and research hypotheses were verified. Findings - The results of this study are as follows. Cross-cultural awareness, organizational support, trade practice knowledge, and individual characteristics had positive direct effects on negotiation outcomes, and negotiation outcomes also had a positive effect on negotiation profit, while cooperative negotiation strategy did not have a significant effect on negotiation outcomes. Research Implication - International trading companies increasingly rely on international trade negotiations for survival and growth. It was found that factors such as cultural difference, organizational support, individual characteristics, and cooperative strategy are important factors affecting positive negotiation outcomes. Therefore, it is essential that negotiators in small and medium trading companies need to understand the cultural differences of their counterparts, and the organization needs to provide direct support to negotiators. Based on the results of this study, strategic alternatives were suggested for trade negotiators to conduct efficient trade negotiations.

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Blaha, Kathryn, Kristine Reed, Lisa Newland, Karen Card, and Larianne Polk. "FEMALE SUPERINTENDENTS AND NEGOTIATIONS: A PHENOMENOLOGICAL STUDY OF THE INFLUENCE OF GENDER IN THE MIDWEST." Advancing Women in Leadership Journal 42 (May 22, 2023): 34–47. http://dx.doi.org/10.21423/awlj-v42.a431.

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In this qualitative study, the researcher examined 11 female superintendents’ experiences of negotiations. Six themes emerged from the semi-structured interviews: I am a Woman in a Man’s World (Still), Negotiating for Myself is Uncomfortable, The School Board Holds the Cards, Experience and Salary Data are Key, Fairness is Important, and Female Leaders Need Support. Recommendations are provided to bolster support and preparation for women’s participation in negotiation. Recommendations are also provided for future research to continue the exploration of female superintendents’ experiences of negotiations.

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Kozina, Andrzej W. "MANAGERIAL ROLES AND FUNCTIONS IN NEGOTIATION PROCESS." Business, Management and Education 12, no. 1 (June 30, 2014): 94–108. http://dx.doi.org/10.3846/bme.2014.07.

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The paper is focused on negotiation processes performed in a company and presents author’s concept of the description of the roles and functions accomplished by managers within those processes and being of significant importance from the point of view of negotiations’ outcomes. Such a concept aims at providing the analysis and conducting of business negotiations with effective support. Firstly (following introduction), the concept, types, and comprehensive model of such negotiations is presented as a useful methodological framework for specifying managerial roles and functions. Secondly, some classic concepts of those roles are reviewed, drawing special attention to the ones that concern negotiation process. Thirdly, general managerial functions within that process are described. Fourthly, those functions are precised by relating them to typical hierarchical levels. Fifthly, peculiar managerial functions within negotiating team are discussed. Finally, specific issue of the role of manager as a mediator is addressed. Summing up the paper, the crucial areas for subsequent research were pointed out. In order to elaborate the presented concept the author carried out the comparative study of negotiation literature as well as developed his original ideas.

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Zhai, Li Li, Ze Yi Yang, and Qin Ying Sun. "The Negotiation Support System for High-Tech Virtual Enterprise." Advanced Materials Research 255-260 (May 2011): 3027–31. http://dx.doi.org/10.4028/www.scientific.net/amr.255-260.3027.

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To solve the cooperation-conflict negotiation problems among the members of High-tech Virtual Enterprise (HTVE), High-tech Virtual Enterprise Negotiation Support System (HTVE-NSS) based on RIA architecture is put forward. According to the operation characteristics of High-tech Virtual Enterprise, in this system, the structure of High-tech Virtual Enterprise Negotiation Support System is designed, which consists of the problem processing system, the model base system and remote conference system. And HTVE-NSS adopts artificial intelligence technology to design problem processing system (PPS), and uses UML-Petri net to describe the process of model. The architecture of Negotiation Conference System based on Flex and RIA is designed and Red5 Streaming media server is introduced to support conference interaction, which effectively supports the way to solve the conflict between High-Tech Virtual Enterprises by negotiating.

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Carbonneau, Real, Rustam Vahidov, and Bo Yu. "Concession crossover in electronic negotiations." Control and Cybernetics 50, no. 1 (March 1, 2021): 51–67. http://dx.doi.org/10.2478/candc-2021-0004.

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Abstract Negotiation is a joint decision making process involving making concessions by the parties. Concession-making may involve giving up negotiator’s utility and is an essential activity in the negotiation process. In the past it has been suggested by some authors that negotiators utility functions over the issues may not be linear. In this case, a phenomenon called “concession crossover” takes place, in which a negotiator may switch issues on which they choose to make concessions at some point in negotiations. This work sets to investigate the validity of such claims. To this end we introduce several concession-making models and use them for testing hypotheses. We have used a dataset from online negotiation experiments featuring a contract-signing case. The results support the claim that concession crossover does indeed occur.

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WOLFE, CHRISTOPHER J., and UDAY S. MURTHY. "Negotiation Support Systems in Budget Negotiations: An Experimental Analysis." Journal of Management Information Systems 22, no. 3 (December 2005): 351–81. http://dx.doi.org/10.2753/mis0742-1222220312.

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Vorobyov, Yuriy, Igor Shostak, Svetlana Kryvova, and Alexander Zubanyov. "DEVELOPMENT OF ONTOLOGICAL DECISION MAKING SYSTEM OF THE NEGOTIATION PROCESS ON COOPERATION PRODUCTION IN AIRCRAFT." Innovative Technologies and Scientific Solutions for Industries, no. 3 (17) (October 20, 2021): 5–12. http://dx.doi.org/10.30837/itssi.2021.17.005.

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Subject matter: means of information support for the negotiation process on the organization of cooperative production of aircraft. Goal: an outline of the process of developing effective means of information support for negotiations on cooperative production, which will provide financial savings, firstly, by reducing the negotiation time, and secondly, is reducing the likelihood of making irrational decisions that can lead to additional costs during project implementation. Tasks: Increase the efficiency of the negotiation process on the organization of cooperative production by creating a problem-oriented methodological basis, and on this basis - software tools for the development, deployment and operation of the appropriate decision support system. Methods: system analysis and set theory, for the formal presentation of relevant information about the subject area "Negotiations on cooperative aircraft production"; ontological engineering, in particular the IDEF5 standard, as well as elements of expert systems technology, for building an ontological decision support system. Results: an aggregate of methodological tools for the synthesis of ontological decision support systems was developed during negotiations on the organization of cooperative production of aircraft, a scenario example of organizing an ontological dialogue in the environment of an ontological decision support system for defining an aircraft model as an object of cooperative production was given. Conclusions: the need to supplement the mathematical support of traditional negotiation support systems with special methodological means is shown to increase the efficiency of information support for the negotiation process on organizing cooperative production in aircraft construction; it is substantiated that for the program implementation of the system of information support for negotiations on the organization, it is advisable to use the ontological approach; the architecture of the intellectual core of the ontological decision support system for organizing the negotiation process for organizing the cooperative production of aircraft in the form of a hierarchy of frames, with the organization of knowledge-based inference by means of attached procedures is proposed; a scenario example of the formation of a decision on the choice of an aircraft model for the organization of cooperative production in the environment of an ontological decision support system is given.

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Cretan, Adina, Cristina Nica, Carlos Coutinho, Ricardo Jardim-Goncalves, and Ben Bratu. "An Intelligent System to Ensure Interoperability for the Dairy Farm Business Model." Future Internet 13, no. 6 (June 12, 2021): 153. http://dx.doi.org/10.3390/fi13060153.

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Picking reliable partners, negotiating synchronously with all partners, and managing similar proposals are challenging tasks for any manager. This challenge is even harder when it concerns small and medium enterprises (SMEs) who need to deal with short budgets and evident size limitations, often leading them to avoid handling very large contracts. This size problem can only be mitigated by collaboration efforts between multiple SMEs, but then again this brings back the initially stated issues. To address these problems, this paper proposes a collaborative negotiation system that automates the outsourcing part by assisting the manager throughout a negotiation. The described system provides a comprehensive view of all negotiations, facilitates simultaneous bilateral negotiations, and provides support for ensuring interoperability among multiple partners negotiating on a task described by multiple attributes. In addition, it relies on an ontology to cope with the challenges of semantic interoperability, it automates the selection of reliable partners by using a lattice-based approach, and it manages similar proposals by allowing domain experts to define a satisfaction degree for each SME. To showcase this method, this research focused on small and medium-size dairy farms (DFs) and describes a negotiation scenario in which a few DFs are able to assess and generate proposals.

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Carbonneau, Réal A., Rustam Vahidov, and Gregory E. Kersten. "Quantitative Concession Behavior Analysis and Prediction for Decision Support in Electronic Negotiations." International Journal of Decision Support System Technology 6, no. 4 (October 2014): 16–30. http://dx.doi.org/10.4018/ijdsst.2014100102.

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Quantitative analysis of negotiation concession behavior is performed based on empirical data with the purpose of providing simple and intuitive decision support in electronic negotiations. Previous work on non-linear concave preferences and subsequent concession crossover provides a theoretical basis for the model. The authors propose a model which quantifies the remaining concession potential for each issue and a generalization of the model which permits the memory/decay of past concessions. These models permit the analysis of negotiators' concession behavior. Using the proposed models, it was possible to quantitatively determine that negotiators in the authors' negotiation case exhibit concession crossover issues and thus have a tendency to give concessions on issues with the most remaining concession potential. This finding provides empirical evidence of concession crossover in actual concessions and the corresponding model permits the design of a simple and intuitive prediction methodology, which could be used in real world negotiations by decision support systems or automated negotiation agents.

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Piedrahita Vargas, Camilo. "La negociabilidad de los derechos laborales: un análisis económico." Ecos de Economía 16, no. 34 (June 15, 2012): 7–27. http://dx.doi.org/10.17230/ecos.2012.34.1.

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This paper shows the results of the applied research titled "Negotiating labor rights: an economic analysis", which analyzes the legal regulation on individual labor rights negotiation in Colombia from the viewpoint of basic economic principles (Economic Analysis of Law), in order to identify the inefficiencies caused by the prohibition of this type of negotiations. After introducing the discipline of the Economic Analysis of Law, this article specifically analyzes the main legal principles that support the prohibition of individual negotiations which summed to the economic characteristics of the agents (workers), produce inefficiency in the labor markets.

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Bjola, Corneliu. "Negotiation Breakthrough Analysis: The Case of Climate Negotiations." International Negotiation 19, no. 1 (March 13, 2014): 127–53. http://dx.doi.org/10.1163/15718069-12341272.

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AbstractThe article addresses an important gap in the literature on climate negotiations, namely, the question of breakthroughs: what exactly counts as breakthroughs in climate negotiations, how do you measure them empirically, and what practical implications do they have for the negotiation process? To address these questions, the article draws on market trading theory and develops a framework of negotiation breakthrough analysis for defining, recognizing and measuring negotiation breakthroughs. The article argues that breakthroughs in climate negotiations occur when the outcomes breach the resistance or support level of parties’ expectations regarding the results of climate talks. It concludes with a discussion of the broader contributions that technical analysis can make to the theory and practice of international negotiations.

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Agrawal, Manish, and Kaushal Chari. "Negotiation Behaviors in Agent-Based Negotiation Support Systems." International Journal of Intelligent Information Technologies 5, no. 1 (January 2009): 1–23. http://dx.doi.org/10.4018/jiit.2009010101.

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Kersten, Gregory E., and Hsiangchu Lai. "Negotiation Support and E-negotiation Systems: An Overview." Group Decision and Negotiation 16, no. 6 (October 10, 2007): 553–86. http://dx.doi.org/10.1007/s10726-007-9095-5.

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Guo, Xiaojia, and John Lim. "Negotiation support systems and team negotiations: The coalition formation perspective." Information and Software Technology 49, no. 11-12 (November 2007): 1121–27. http://dx.doi.org/10.1016/j.infsof.2006.11.006.

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Broekens, Joost, Catholijn M. Jonker, and John-Jules Ch Meyer. "Affective negotiation support systems." Journal of Ambient Intelligence and Smart Environments 2, no. 2 (2010): 121–44. http://dx.doi.org/10.3233/ais-2010-0065.

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Nathalie Patience, Medjo II. "THE CAMEROONIAN SUPPORT STRUCTURES FOR THE NEGOTIATION OF THE ECONOMIC PARTNERSHIP AGREEMENT BETWEEN CAMEROON AND THE EUROPEAN UNION. 2003- 2018." Analele Universităţii din Craiova seria Istorie 28, no. 1 (July 31, 2023): 109–22. http://dx.doi.org/10.52846/aucsi.2023.1.08.

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This article questions the effectiveness of Cameroonian support structures for the negotiation of the Economic Partnership Agreement between Cameroon and the European Union. It follows from this questioning that with regard to the content of the Cameroon-European Union EPA that these structures have been ineffective for Cameroon because of their weak negotiating power vis-à-vis the powerful countries of the European Union. In addition, it highlights the servile postures of Africa in general and Cameroon in particular in the negotiations of multilateral agreements with the European Union.

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Kaklauskas, Artūras, and Vita Urbanavičienė. "INTELCITY AND MULTIPLE CRITERIA WEB-BASED NEGOTIATION DECISION SUPPORT SYSTEM FOR REAL ESTATE." Technological and Economic Development of Economy 11, no. 3 (September 30, 2005): 183–89. http://dx.doi.org/10.3846/13928619.2005.9637697.

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The authors of this paper together with the other VGTU scientists participate in the international project INTELCITIES and present Multiple Criteria Web‐Based Negotiation Decision Support System for Real Estate (NDSSRE). INTELCITIES project is a research and development project that aims to pool advanced knowledge and experience of e‐government, planing systems and citizen participation. NDSS‐RE includes a decision support tool based on the methods of alternative generation and multiple criteria analysis that enable negotiating parties to evaluate their systems of preferences and recognize opportunities for trade‐off between differently valued objectives and joint gains. At present the developed NDSS‐RE allows for the performance of the following functions: search for real estate alternatives; finding out alternatives and making an initial negotiation table; multiple criteria analyses of alternatives; negotiation based on real calculations; determination of the most rational real estate purchase variant on the ground of characteristics describing effectiveness of the analysed alternatives. The third part of the paper deals with traditional negotiation principles and describes negotiation tactics, such as “The Atractive Alternative”, “The Stall and Jolt”, “The Comparative Value”, “The Third Party”, “The No More Money” and “The Walk Away” tactics. More traditional negotiation principles and tactics have been planned to integrate in future concerning the described NDSS‐RE system because the knowledge and implementation of all the above mentioned tactics and principles lead to more successful negotiation for the lowest possible price buying real estate.

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Pinto, Tiago, Mohammad Fotouhi Ghazvini, Joao Soares, Ricardo Faia, Juan Corchado, Rui Castro, and Zita Vale. "Decision Support for Negotiations among Microgrids Using a Multiagent Architecture." Energies 11, no. 10 (September 21, 2018): 2526. http://dx.doi.org/10.3390/en11102526.

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This paper presents a decision support model for negotiation portfolio optimization considering the participation of players in local markets (at the microgrid level) and in external markets, namely in regional markets, wholesale negotiations and negotiations of bilateral agreements. A local internal market model for microgrids is defined, and the connection between interconnected microgrids is based on nodal pricing to enable negotiations between nearby microgrids. The market environment considering the local market setting and the interaction between integrated microgrids is modeled using a multi-agent approach. Several multi-agent systems are used to model the electricity market environment, the interaction between small players at a microgrid scale, and to accommodate the decision support features. The integration of the proposed models in this multi-agent society and interaction between these distinct specific multi-agent systems enables modeling the system as a whole and thus testing and validating the impact of the method in the outcomes of the involved players. Results show that considering the several negotiation opportunities as complementary and making use of the most appropriate markets depending on the expected prices at each moment allows players to achieve more profitable results.

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da Conceição-Heldt, Eugénia. "The Clash of Negotiations: The Impact of Outside Options on Multilateral Trade Negotiations." International Negotiation 18, no. 1 (2013): 111–30. http://dx.doi.org/10.1163/15718069-12341247.

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Abstract While the number of preferential trade agreements (PTA) has increased rapidly in recent years, the Doha round of multilateral trade negotiations has been deadlocked since 2006. Most PTAs were even concluded after the start of the Doha round. Does the shift to PTAs “marginalize” the multilateral system? And is there a clash between preferential and multilateral trade liberalization? To answer these questions, we build upon negotiation analysis literature, arguing that the proliferation of PTAs draws negotiating capacity away from the multilateral level and thus reduces the incentives to agree on multilateral trade agreements. The willingness of actors to move from their initial bargaining positions and make concessions at the multilateral level depends on their outside options, that is, their best or worst alternatives to a negotiated agreement. The more credible an actor’s argument that he has a good alternative to multilateralism, the greater his bargaining power will be. In order to support the argument we will analyze the negotiation process at the multilateral level and link it to PTAs under negotiation by the EU, US, Brazil, Australia, and India.

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Filipowicz-Chomko, Marzena, Rafał Mierzwiak, Marcin Nowak, Ewa Roszkowska, and Tomasz Wachowicz. "Reducing Cognitive Effort in Scoring Negotiation Space Using the Fuzzy Clustering Model." Entropy 23, no. 6 (June 15, 2021): 752. http://dx.doi.org/10.3390/e23060752.

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Negotiation scoring systems are fundamental tools used in negotiation support to facilitate parties searching for negotiation agreement and analyzing its efficiency and fairness. Such a scoring system is obtained in prenegotiation by implementing selected multiple criteria decision-aiding methods to elicit the negotiator’s preferences precisely and ensure that the support is reliable. However, the methods classically used in the preference elicitation require much cognitive effort from the negotiators, and hence, do not prevent them from using heuristics and making simple errors that result in inaccurate scoring systems. This paper aims to develop an alternative tool that allows scoring the negotiation offers by implementing a sorting approach and the reference set of limiting profiles defined individually by the negotiators in the form of complete packages. These limiting profiles are evaluated holistically and verbally by the negotiator. Then the fuzzy decision model is built that uses the notion of increasing the preference granularity by introducing a series of limiting sub-profiles for corresponding sub-categories of offers. This process is performed automatically by the support algorithm and does not require any additional preferential information from the negotiator. A new method of generating reference fuzzy scores to allow a detailed assignment of any negotiation offer from feasible negotiation space to clusters and sub-clusters is proposed. Finally, the efficient frontier and Nash’s fair division are used to identify the recommended packages for negotiation in the bargaining phase. This new approach allows negotiators to obtain economically efficient, fair, balanced, and reciprocated agreements while minimizing information needs and effort.

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Nepomuceno, Thyago Celso Cavalcante, Jadielson Alves de Moura, and Ana Paula Cabral Seixas Costa. "Modeling sequential bargains and personalities in democratic deliberation systems." Kybernetes 47, no. 10 (November 5, 2018): 1906–23. http://dx.doi.org/10.1108/k-03-2018-0144.

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PurposeThis paper aims to introduce a negotiation support system (NSS) with a theoretical modeling that considers the aspects of human personality and negotiator’s behavior to assist the decision-making of public managers and stakeholders in democratic bargaining processes and support social-efficient outcomes.Design/methodology/approachA game theoretical modeling of public participatory negotiations characterized by complete and perfect information is explored with the inclusion of personality aspects and negotiation styles. The importance of the negotiation knowledge disclosure in the sequential bargains of participative budgeting is highlighted by an experiment with 162 state-owned companies’ managers and graduate students to present the contribution of the system’s applicability.FindingsA considerable number of Pareto-efficient deliberation agreements are obtained with few interactions when the negotiation strategies and the personality aspects of opponents and stakeholders are freely available (a symmetry in the public negotiation knowledge). In addition to the set of Pareto-efficient agreements, those with the best social outcome (i.e. that maximize the group satisfaction despite individual losses) are observed when the informational tool for personality and negotiation style inference is enabled.Originality/valueMany scholars argue for Pareto-efficient allocation instead of equal divisions of resources within participative democracies and public governance. This work provides a new system with an empirical application and theoretical modeling which may support those arguments based on the nonverbal negotiation aspects.

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Druckman, Daniel. "Statistical analysis for negotiation support." Theory and Decision 34, no. 3 (May 1993): 215–33. http://dx.doi.org/10.1007/bf01075190.

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Grindsted, Anette. "Negociación y el manejo de riesgos." HERMES - Journal of Language and Communication in Business 21, no. 41 (August 28, 2017): 125. http://dx.doi.org/10.7146/hjlcb.v21i41.96817.

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The article defends the position that it is the construction of interpersonal relations that determines the zone of possible agreements in a negotiation rather than ‘economic’ considerations. It is assumed that negotiation is a communicative activity that implies risk and that to be able to initiate negotiations it is a precondition that a certain degree of trust has been established between the parties. Two different ways of conceptualizing trust are described, and two e-mail negotiations that give empirical support to these conceptualizations are analyzed. One reaches a dead-lock, the other does not.

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Kersten, Gregory, Rudolf Vetschera, and Sabine Koeszegi. "National Cultural Differences in the Use and Perception of Internet-based NSS: Does High or Low Context Matter?" International Negotiation 9, no. 1 (2004): 79–109. http://dx.doi.org/10.1163/1571806041262070.

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AbstractIn this article, we apply an extended technology acceptance model (TAM) to explore whether national culture influences a user's perception and use of Internet-based negotiation support systems (NSS). In particular, we are interested in whether different preferences for communication patterns, as we find them for low-context and high-context cultures, influence the use and perception of different NSS support tools. The Web-based system Inspire, which provided data for our analysis has been used by over 2000 entities worldwide in experimental negotiations. Our results show that, based on the need to establish a social context in computermediated negotiations, users from high-context cultures exchange significantly more messages and offers during negotiations than users from low-context cultures. Analytical negotiation support is valued significantly higher by users from low-context cultures than by users from highcontext cultures as this problem-solving approach is more compatible with their preference for direct and task-oriented communication.

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Guggenbühl, Alain. "The Culture of Negotiation in the European Union: Reviewing Trends and Predicting Patterns of Multilateral Decision-Making." Hague Journal of Diplomacy 8, no. 1 (2013): 21–47. http://dx.doi.org/10.1163/1871191x-12341243.

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Summary This article looks into the formal and informal facets of inter-state deliberation and negotiation among the 27 member states of the European Union. Its aim is twofold: on one hand to capture and consolidate the view of the ‘Brussels’ inter-state negotiation routine; on the other, to anticipate the evolution of the negotiation modes among member states in their daily collective decision-making. The article reviews some of the essential trends and occurrences that feature the multilateral processes of negotiation in the Council of the EU. With the support of negotiation literature, it derives from these trends a few patterns to help predict whether the culture of negotiation among the 27 member states will be positively impacted or impinged by the latest EU Treaty, which was signed in Lisbon in December 2007. The article frames and qualifies the EU culture of negotiation, while also offering a predictive lens on the future practice of negotiations among member states, which is absent from the traditional theoretical perspectives.

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Wachowicz, Tomasz, and Paweł Błaszczyk. "TOPSIS Based Approach to Scoring Negotiating Offers in Negotiation Support Systems." Group Decision and Negotiation 22, no. 6 (July 19, 2012): 1021–50. http://dx.doi.org/10.1007/s10726-012-9299-1.

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Badidi, Elarbi, and Mohamed El Koutbi. "Towards Automated SLA Management for Service Delivery in SOA-based Environments." International Journal of Adaptive, Resilient and Autonomic Systems 7, no. 1 (January 2016): 26–40. http://dx.doi.org/10.4018/ijaras.2016010102.

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The services landscape is changing with the growing adoption by businesses of the Service Oriented Architecture (SOA), the migration of business solutions to the cloud, and the proliferation of smartphones and Internet-enabled handheld devices to consume services. To meet their business goals, organizations increasingly demand services, which can satisfy their functional and non-functional requirements. Service Level Agreements (SLAs) are seen as the means to guarantee the continuity in service provisioning and required levels of service. In this paper, we propose a framework for service provisioning, which aims at providing support for automated SLA negotiation and management. The Service Broker component carries out SLA negotiation with selected service-providers on behalf of service-consumers. Multi-rounds of negotiations are very often required to reach an agreement. In each round, the negotiating parties bargain on multiple SLA parameters by trying to maximize their global utility functions. The monitoring infrastructure is in charge of observing SLA compliance monitoring using measurements obtained from independent third party monitoring services.

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Crump, Larry. "Competitively-Linked and Non-Competitively-Linked Negotiations: Bilateral Trade Policy Negotiations in Australia, Singapore and the United States." International Negotiation 11, no. 3 (2006): 431–66. http://dx.doi.org/10.1163/157180606779155219.

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AbstractIt is unusual to find a negotiation not linked to at least one other negotiation. In some domains, such as international trade policy, we can identify negotiation networks with parties simultaneously involved in negotiations in global, multilateral, regional, and bilateral trade policy settings. A single party (i.e., a national government) will manage similar issues in all four settings and also manage these same issues with multiple parties in a single setting. International trade policy is one of many "linkage-rich" environments.This study examines the relationship between two discrete but linked treaty negotiations: the Singapore-Australia Free Trade Agreement of 2003 (SAFTA) and the United States-Singapore Free Trade Agreement of 2003 (USSFTA). Case analysis identifies five structural factors that enhance the potential and fundamentally shape the nature of negotiation linkage dynamics. If linkage occurs then role theory can be employed to define two functional role types, a link-pin party (Singapore in this study) and linked parties (Australia and the United States). Such theory and case analysis support the development of propositions and help establish guidance for managing negotiation behavior. Key structural characteristics that appear to create linkage dynamics in this study are used to build a four-part structural framework that maps the universe of negotiation-linkage phenomena and determines the fundamental nature of four discrete linkage conditions. This framework also provides descriptive and prescriptive guidance for managing strategy and power in linked negotiations.

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Kilgour, D. Marc, Liping Fang, and Keith W. Hipel. "Negotiation support using the Decision Support System GMCR." Group Decision and Negotiation 5, no. 4-6 (September 1996): 371–83. http://dx.doi.org/10.1007/bf02404641.

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Urbanavičienė, Vita, Artūras Kaklauskas, Edmundas K. Zavadskas, and Mark Seniut. "THE WEB–BASED REAL ESTATE MULTIPLE CRITERIA NEGOTIATION DECISION SUPPORT SYSTEM: A NEW GENERATION OF DECISION SUPPORT SYSTEMS." International Journal of Strategic Property Management 13, no. 3 (September 30, 2009): 267–86. http://dx.doi.org/10.3846/1648-715x.2009.13.267-286.

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The negotiations are an inseparable part of the real estate buying and selling process. Currently real estate are characterized by the intensive creation and use of information, knowledge and automation (software, knowledge and decision support systems, neural networks, etc.) applications. It is commonly agreed that a better integration of information, knowledge and automation applications, as well use of voice stress analysis (one of biometric technologies) might be an efficient mean for decision making in real estate negotiations. Voice stress analysis can help the negotiators to distinguish between truth and lies, improve the value of decisions made, significantly speed up real estate sector processes, help to reach a better real estate sales and purchase agreement terms and decrease the overall cost of real estate search and negotiation processes. The authors’ objective is to improve the quality and efficiency of decision support systems. The article analyses scientific research related to negotiations and presents the developed Web–based Real Estate Multiple Criteria Negotiation Decision Support System with integrated voice stress analysis– a new generation of Decision Support Systems. Santruka Derybos yra neatskiriama nekilnojamojo turto pirkimo ir pardavimo proceso dalis. Dabartiniam nekilnojamojo turto sektoriui būdingas intensyvus informacijos, žiniu ir automatizavimo naudojimas bei kūrimas (programine iranga, žiniu ir sprendimu paramos sistemos, neuroniniai tinklai ir pan.). Sutariama, kad geresnis informacijos, žiniu, automatizavimo, taip pat balso streso analizes (biometrines technologijos) integravimas pagreitina nekilnojamojo turto sektoriaus veikla. Balso streso analize gali padeti derybininkams atskirti, kada sakoma tiesa, o kada meluojama, padidina priimamu sprendimu naudinguma, paspartina nekilnojamojo turto paieškos ir derybu procesus, padeda pasiekti naudingesniu pirkimo ir pardavimo sutarties salygu bei sumažina nekilnojamojo turto paieškos ir derybu proceso kaina. Straipsnio autoriai, siekdami pagerinti sprendimu paramos sistemu kokybe ir efektyvuma, analizuoja mokslininku atliktu derybu srities tyrimu rezultatus ir pristato sukurta nekilnojamojo turto derybu internetine sprendimu paramos sistema su integruota balso streso analizes technologija kaip naujos kartos sprendimu paramos sistema.

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Alves de Moura, Jadielson, and Ana Paula Cabral Seixas Costa. "Personality Traits and Negotiation Style Effects on Negotiators' Perceptions in a Web-Based Negotiation." Journal of Organizational and End User Computing 30, no. 2 (April 2018): 1–19. http://dx.doi.org/10.4018/joeuc.2018040101.

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This article investigates the relationship between the prior knowledge of someone's personality traits and negotiation styles in negotiations supported by web-based negotiation support system (NSS) and the negotiator's perception of the usefulness of NSS, ease of use of communication mechanisms, and outcome satisfaction. A distributive negotiation problem between dyads was proposed for participants. The dyadic analyses were performed using the actor-partner interdependence model. As a result, the analyses found significant effects of prior knowledge of information about personality traits and negotiation styles on the negotiator's perception (actor effects) of the usefulness and ease of use of communication mechanisms, and an indirect effect on outcome satisfaction. Significant effects were also found in the relationship between the opponents' perceptions (partner effects) on ease of use of communication mechanisms and prior knowledge about personality traits and negotiation styles, as well as their effects on outcome satisfaction.

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Alemanno, Alberto. "What the TTIP Leaks Mean for the On–going Negotiations and Future Agreement?" European Journal of Risk Regulation 7, no. 2 (June 2016): 237–41. http://dx.doi.org/10.1017/s1867299x00005602.

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On 1May 2016,GreenpeaceNetherlands released 248 pages of TTIP negotiating texts stemming from previous negotiating rounds. Although it is not the first (and will not be the last) leak since the inception of the negotiation in 2013, this is the first to reveal the US negotiating position regarding 13 out of the 24 TTIP chapters.As such, the TTIP leaks provide an unprecedented opportunity to not only analyse the contrasting positions of the EU and US on several issues in the ongoing negotiations, but also to test the veracity of the competing narratives devised by opponents and proponents of the agreement. To what extent do their respective storylines find support in the actual texts?Supporters of TTIP have proposed fact-checking as an antidote against them is information around TTIP. Yet, having been predominantly advocated and provided for by the EU Commission rather than by the media, institutional fact-checking failed to counter the massive misinformation characterizing the public and political discourse surrounding the negotiations. Unfortunately, when it comes to public perception, the line between pedagogy and propaganda is fuzzy.

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DAVIS, CHRISTINA L. "International Institutions and Issue Linkage: Building Support for Agricultural Trade Liberalization." American Political Science Review 98, no. 1 (February 2004): 153–69. http://dx.doi.org/10.1017/s0003055404001066.

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This article explains how the institutional context of international negotiations influences their outcomes. I argue that issue linkage counteracts domestic obstacles to liberalization by broadening the negotiation stakes. Institutions bolster the credibility of the linkage to make it more effective. I test the argument in the agricultural sector, which has been among the most difficult sectors for governments to liberalize. Statistical analysis of U.S. negotiations with Japan and the EU from 1970 to 1999 indicates that an institutionalized linkage between agricultural and industrial issues encourages agricultural liberalization in both Japan and Europe. Through case studies of key negotiations, I first examine why countries choose to link issues, then show how the linkage changes interest group mobilization and shifts the policy process to promote liberalization.

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SHAIKH, SHAZIB E., and NIKOLAY MEHANDJIEV. "GENERAL STRATEGY SUPPORT IN SOFT E-BUSINESS PROCESS NEGOTIATION." International Journal of Cooperative Information Systems 19, no. 03n04 (September 2010): 121–57. http://dx.doi.org/10.1142/s0218843010002127.

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If the purpose of a commercial negotiation is composition of business-to-business e-commerce processes (e-business processes), do any unique decision-support demands arise when using an electronic negotiation (e-negotiation) system? What is the answer when human-driven e-business process negotiation (eBPN), specifically, becomes a necessity? Workflow research already specifies certain tools that allow collaborative design of workflow models by multiple parties. But this paper goes beyond this to describe how peculiar decision-support demands also arise for the negotiation of the other, more "general", terms of such an eBPN contract. It also shows how existing e-negotiation tools lack holistic support for the interplay between "workflow-specific" and "general" strategy. Given this critical gap, this paper presents the "general" strategy-support (GSS) segment of our wider project: "Soft E-business Process Negotiation Approach" (SEPNA). Novel use of multi-criteria decision-making methods in the workflow composition domain and holistic support of the general strategy-support requirements combine as two of its key distinctions vis-à-vis alternative approaches. It specifies re-usable design prescriptions to address this gap, formalized primarily as an object model. Technical feasibility and contribution significance are shown by executing a set of previously unsupported eBPN scenarios on a prototype implementation of these prescriptions.

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Khalilova, L. A. "Psychological support an effective negotiation process." Science, Education, Society 4, no. 2 (2015): 178–90. http://dx.doi.org/10.17117/no.2015.02.178.

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Holsapple, Clyde W., Hsiangchu Lai, and Andrew B. Whinston. "Analysis of Negotiation Support System Research." Journal of Computer Information Systems 35, no. 3 (March 1995): 2–11. http://dx.doi.org/10.1080/08874417.1995.11647136.

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Robinson, William N. "Interactive Decision Support for Requirements Negotiation." Concurrent Engineering 2, no. 3 (September 1994): 237–51. http://dx.doi.org/10.1177/1063293x9400200309.

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Kersten, Gregory, Roman Kulikowski, and Zbigniew Nahorski. "Special issue: Negotiation modeling and support." Group Decision and Negotiation 3, no. 1 (April 1994): 7–10. http://dx.doi.org/10.1007/bf01441952.

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Yuan, Yufei, Joseph Rose, and Norm Archer. "A Web-Based Negotiation Support System." Electronic Markets 8, no. 3 (1998): 13–17. http://dx.doi.org/10.1080/10196789800000033.

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Meister, Darren B., and Niall M. Fraser. "Conflict analysis technologies for negotiation support." Group Decision and Negotiation 3, no. 3 (September 1994): 333–45. http://dx.doi.org/10.1007/bf01384333.

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Journal articles on the topic 'Negotiation support'

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