Implications of Negotiation Theory for Research and Development of Negotiation Support Systems |
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| Authors: | Clyde Holsapple Hsiangchu Lai Andrew Whinston |
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| Institution: | (1) Department of Decision Science and Information Systems, College of Business and Economics, University of Kentucky, Lexington, Kentucky, 40506-0034;(2) Department of Information Management, National Sun Yat-sen University, Kaohsiung, 80424, Taiwan Republic of China;(3) Department of Management Science and Information Systems, Graduate School of Business, The University of Texas at Austin, Austin, Texas, 78712-1175 |
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| Abstract: | This paper summarizes a parametric theory of negotiation as a basis forshedding light on negotiation support system possibilities. Previously, thetheory has been used to analyze prior research accomplishments in the area ofnegotiation support systems. Here, we discuss implications of the theory thatare relevant for future research and development of negotiation supportsystems. The implications are concerned with three topics: a high-levelgeneric characterization of these systems, an identification of theirpossible support functions, and a taxonomy for classifying suchsystems. |
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| Keywords: | acceptance region intervenor issue space negotiation support functions negotiation support system negotiation theory taxonomy |
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