A Theoretical Perspective of Negotiation Support Systems
Journal of Management Information Systems · 1992 · Volume 9 · Issue 3
DOI: 10.1080/07421222.1992.11517966
Abstract
This paper provides an overview of the existing negotiation literature under the headings of game theory, economic models, political models, and social-psychological models. Inferring from the review the need for computer support for negotiation, the paper then proposes a theory for understanding the effects due to a support system in a two-party, monolithic, and multiple-issue setting. The theory conceptualizes a negotiation support system as consisting of individual decision support systems interconnected with an electronic communication channel; accordingly, it postulates two sets of effects, one owing to the decision aid, and the other to the communication support.
Keywords
electronic meeting systems, group decision support systems, negotiation support systems
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