A prototype NSS based on problem structure and suggestions toward more comprehensive negogiation support |
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Authors: | Timothy R Hill Beth H Jones |
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Institution: | (1) l'Autre Monde Productions, 2239 Marin Avenue, 94707 Berkeley, CA, USA;(2) Department of Accounting and Information Systems, Western Carolina University, 28723 Cullowhee, NC, USA |
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Abstract: | Seeking an effective approach to supporting negotiation through the use of computer technology, we have constructed a prototype
negotiation support system based on the concept of problem structure. Problem structure refers to the characteristics of the
feasible settlement space and efficient frontiers as defined by the joint utility distribution of negotiators' utilities.
Problem structure is recognized as playing a major role in negotiation processes and outcomes. The cognitive complexity and
inherent uncertainty of typical negotiations make it difficult for negotiators to effectively visualize and “navigate” the
settlement space defined by the problem structure. As a result, negotiators often resort to suboptimizing heuristics which
produce inefficient and/or unsatisfying outcomes. It follows that a promising approach to negotiation support is to exploit
the computational speed and graphics capabilities of computer technology to make problem structure and its implications more
accessible. Thus, our prototype is designed to allow negotiators to hypothesize problem structure and to explore and manipulate
the resulting settlement space quickly and easily. Preliminary experimentation has demonstrated the value of this approach
and has suggested areas for extended, comprehensive support. A negotiation process formalism, Cognitive Action Theory, neural
network technology, and computer simulation are well-suited to providing more comprehensive support, and we suggest an architecture
for delivery through NSS. |
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Keywords: | Negotiation Support Systems computer-aided negotiation negotiation problem structure computer simulation decision support neural networks Cognitive Action Theory |
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