A Theoretical Perspective of Negotiation Support Systems.

Author List: Lim, Lai-Huat; Benbasat, Izak;

Journal of Management Information Systems, 1992, Volume 9, Issue 3, Page 27-44.

This paper provides an overview of the existing negotiation literature under the headings of game theory, economic models, political models, and social-psychological models. Inferring from the review the need for computer support for negotiation, the paper then proposes a theory for understanding the effects due to a support system in a two-party, monolithic, and multiple-issue setting. The theory conceptualizes a negotiation support system as consisting of individual decision support systems interconnected with an electronic communication channel; accordingly, it postulates two sets of effects, one owing to the decision aid, and the other to the communication support.

Keywords: electronic meeting systems; group decision support systems; negotiation support systems.

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List of Topics

#57	0.292	decision support systems making design models group makers integrated article delivery representation portfolio include selection effective claims decisions rationale various
#110	0.228	theory theories theoretical paper new understanding work practical explain empirical contribution phenomenon literature second implications different building based insights need
#34	0.145	negotiation negotiations using potential power agreement paper bases partners ending negotiators offers visualization messaging instant audio e-marketplaces provide positions agents
#233	0.122	group gss support groups systems brainstorming research process electronic members results paper effects individual ebs using used anonymity ideas discussion
#282	0.073	power perspective process study rational political perspectives politics theoretical longitudinal case social rationality formation construction shows multiple instead understanding fact