IS

Camponovo, Giovanni

Topic Weight Topic Terms
0.337 negotiation negotiations using potential power agreement paper bases partners ending negotiators offers visualization messaging instant
0.176 approach analysis application approaches new used paper methodology simulation traditional techniques systems process based using
0.111 model models process analysis paper management support used environment decision provides based develop use using

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Bendahan, Samuel 1 MONZANI, JEAN-SƒBASTIEN 1 Pigneur, Yves 1
actor-issue analysis 1 collective decision-making 1 forecasting 1 negotiation 1
scenario planning 1 visualization 1

Articles (1)

Negotiation in Technology Landscapes: An Actor-Issue Analysis. (Journal of Management Information Systems, 2005)
Authors: Abstract:
    In large-scale negotiation problems and in assessments of complex and uncertain environments, it is vital to analyze the different stakeholders involved and to evaluate their positions in the negotiations. This paper extends a model, which merges previous multi-issue and actor-focused methods, based on power relationships between stakeholders and their ability to bargain in order to increase their utility. The model has already used for assessing a public WLAN landscape. The paper emphasizes the dynamic application of the model we developed for experimenting the negotiation evolution, shifting positions on some issues, and exchanging positions between actors. We also claim that such forecasting analyses of negotiation landscapes can be significantly improved using more appropriate visualization support. We propose new visualization tools for analyzing negotiation outcomes, representing negotiation landscapes, and applying what-if simulations, using passive influence, expected outcome and dissatisfaction, power distribution, proximity, and negotiation maps.