Negotiation in Technology Landscapes: An Actor-Issue Analysis.

Author List: Bendahan, Samuel; Camponovo, Giovanni; MONZANI, JEAN-SƒBASTIEN; Pigneur, Yves;

Journal of Management Information Systems, 2005, Volume 21, Issue 4, Page 137-172.

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.

Keywords: actor-issue analysis; collective decision-making; forecasting; negotiation; scenario planning; visualization

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#34	0.337	negotiation negotiations using potential power agreement paper bases partners ending negotiators offers visualization messaging instant audio e-marketplaces provide positions agents
#44	0.176	approach analysis application approaches new used paper methodology simulation traditional techniques systems process based using proposed method present provides various
#191	0.111	model models process analysis paper management support used environment decision provides based develop use using help literature mathematical presented formulation
#3	0.092	problems issues major involved legal future technological impact dealing efforts current lack challenges subsystem related highly present addressing likely recommendations
#111	0.072	e-government collective sociomaterial material institutions actors practice particular organizational routines practices relations mindfulness different analysis ways draw agencies drawing ideas
#226	0.060	models linear heterogeneity path nonlinear forecasting unobserved alternative modeling methods different dependence paths efficient distribution probabilities demonstrate observed heterogeneous probability