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A Formal Basis for Negotiation Support System Research |
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| Authors: | Clyde W Holsapple Hsiangchu Lai Andrew B Whinston |
| Institution: | (1) College of Business and Economics, University of Kentucky, Lexington, Kentucky, USA;(2) Department of Information Management, National Sun Yat-sen University, Kaohsiung, Taiwan, 80424, Republic of China;(3) Graduate School of Business, The University of Texas at Austin, Austin, Texas, USA |
| Abstract: | A high-level theoretical model of negotiation activity is introduced as a foundation for guiding future research and development in the area of negotiation support literature. A formal model at this level is presently absent from the negotiation support systems. The model is formally expressed in terms of definitions and postulates that describe eight important negotiation parameters. Relationships between the model and research in game theory, social behavior science, and decision support systems fields are examined. |
| Keywords: | negotiation negotiation theory negotiation model negotiation support systems |
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