Negotiation processes,Evolutionary Systems Design,and NEGOTIATOR |
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Authors: | Tung X Bui Melvin F Shakun |
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Institution: | (1) Department of Information and Systems Management, School of Business and Management, The University of Science and Technology, Clearwater Bay, Hong Kong;(2) Leonard Stern School of Business, New York University, 44 West 4th Street, 10012-1126 New York, NY, USA |
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Abstract: | A negotiation accord is often the result of an intense, laborious, and evolutionary negotiation process. During this process,
disputing parties are confronted with goal, judgment, and outcome conflict. This article demonstrates the utility of a conflict
resolution framework—Evolutionary Systems Design (ESD)—by using a Negotiation Support System. ESD seeks to guide negotiators
to move their individual goals and judgments in such a way as to enhance the chance of achieving a common solution. As illustrated
by the use of NEGOTIATOR, a multiattribute utility negotiation support system, we argue that computer mediation can prove
to be an effective means to implement the ESD framework. |
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Keywords: | negotiation processes Evolutionary Systems Design NEGOTIATOR software |
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