A theoretical basis for negotiation support systems
Abstract
Creating a conceptual, general-purpose and formalized theory that characterizes the essential nature of negotiation is an important and timely problem. The solution to this problem can provide a central foundation for studying and developing negotiation support systems. The purpose of this thesis is to construct such a theory. It aims to identify all the important factors that characterize the nature and process of negotiation. The theory formalizes the quantitative as well as qualitative aspects of negotiation. The basic constructs of this theory include an issue space (I), entities (E), acceptance regions (ACCEPT), locations (LOC), strategies (S), movings (M), rules of negotiation (R), and assistance of intervenor (A). It formally characterizes a negotiation (N) as follows: N = (I, E, ACCEPT, LOC, S, M, R, A). The theory is sufficiently flexible to describe a wide range of possible negotiation structures and possible dynamic interactions under a given structure. Four very different negotiation situations have been examined in terms of the constructs of the theory to demonstrate its flexibility and broad applicability. The implications of the theory for designing and building negotiation support systems are explored. This includes the introduction of a framework for assessing negotiation support system possibilities.
Degree
Ph.D.
Advisors
Whinston, Purdue University.
Subject Area
Management
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