A process perspective to designing individual Negotiation Support Systems
Group Decision and NegotiationPublished 1 November 1995
Abhijit Chaudhury
Citations6
SJR quartileQ1
SJR score0.64
SNIP0.90
Generate an AI Snapshot to get a quick, structured summary of this paper.
Study Snapshot
ObjectiveStudy objective
MethodsResearch methodology
PopulationPopulation studied
Sample sizeSample sizes
OutcomesStudy outcomes here
ResultsStudy results comes here
LimitationsResearch study limitations comes here
A concise AI-generated summary of the paper will appear here once you click Generate AI Snapshot.
TL;DR
The characterization developed allows recording in a computerized environment, leading to a database of negotiation case histories that can be graphically visualized and help characterize and classify the behavior of an individual negotiator.
Abstract
This article presents a descriptive model of negotiation processes. The focus of the model is on the give-and-take activity in negotiation and the feedback and interactive nature of the process. We provide a characterization of the interactive process. The characterization developed allows recording in a computerized environment, leading to a database of negotiation case histories that can be graphically visualized. Such descriptions of negotiating behavior can help characterize and classify the behavior of an individual negotiator.
Keywords
Decision SciencesBusiness, Management and Accounting
American Mathematical MonthlyIntroductory Real Analysis.
1,418 Citations1971J. M. H. Olmsted, A. N. Kolmogorov +2 more
Journal of the American Statistical AssociationThe Use of Faces to Represent Points in k-Dimensional Space Graphically
1,252 Citations1973Herman Chernoff
Every multivariate observation is visualized as a computer-drawn face that makes it easy for the human mind to grasp many of the essential regularities and irregularities present in the data.
European Journal of Operational ResearchConflict analysis: Models and resolutions
486 Citations1985Luís G. Vargas
Management ScienceNegotiation Analysis: A Characterization and Review
373 Citations1992James K. Sebenius
Lecture notes in economics and mathematical systemsA Visual Interactive Method for Solving the Multiple-Criteria Problem
322 Citations1984Pekka Korhonen, Jukka Laakso
Journal of Conflict ResolutionThe Dollar Auction game: a paradox in noncooperative behavior and escalation
303 Citations1971Martín Shubik
CERN Document Server (European Organization for Nuclear Research)Nonlinear Dynamics and Chaos: Geometrical Methods for Engineers and Scientists
294 Citations1986J. M. T. Thompson, H.B. Stewart
Naval Research Logistics (NRL)A pareto race
264 Citations1988Pekka Korhonen, Jyrki Wallenius
A dynamic and visual “free‐search” type of interactive procedure for multiple‐objective linear programming that enables a decision maker to freely search any part of the efficient frontier by controlling the speed and direction of motion.
Functional Analysis
218 Citations1966George Bachman
ACM Transactions on Information SystemsCommunications design for Co-oP: a group decision support system
91 Citations1986Tung Bui, Matthias Jarke
This paper presents an architecture for defining and enforcing dynamic application-level protocols that organize decision group interaction and has been implemented on a network of personal computers in Co-oP, a GDSS for cooperative group decision making based on interactive, multiple-criteria decision methods.
An Introduction to Group Decision and Negotiation Support
78 Citations1990Tawfik Jelassi, Gregory E. Kersten +1 more
Group decision making and negotiation are important managerial activities, yet difficult to understand and support because of the multi- person, dynamic, and ill- structured environment in which they take place.
European Journal of Operational ResearchGeneralized approach to modeling negotiations
75 Citations1986Gregory E. Kersten, Tomasz Szapiro
A general approach for structuring modelling negotiations which makes it possible to combine satisficing and optimizing approaches and to discover the best satisficing compromise which may be a dominated or even a non-vertex solution.
Decision Support SystemsUsing harmonious houses for visual pairwise comparison of multiple criteria alternatives
39 Citations1991Pekka Korhonen
The aim is to develop an approach which enables a decision-maker to present value information on the basis of a visual representation which is based on the use of symmetry and harmony.
Systems Research and Behavioral ScienceA unified model for bargaining and conflict
34 Citations1980Douglas D. Heckathorn
Information Processing & ManagementOn two roles decision support systems can play in negotiations
28 Citations1987Gregory E. Kersten
Two systems used in solving negotiating problems and three procedures which can be utilized to develop group decision support systems are analysed and a unified approach for the analysis is presented.
Theory and decision library. Series C, Game theory, mathematical programming and operations researchA Redescription of a Negotiating Problem with Decision-Makers Under Pressure
3 Citations1988Gregory E. Kersten, Tomasz Szapiro
The analysis of decision problems involving many decision-makers has been considered as a natural extension of multicriteria decision analysis and developed group decision-making procedures by means of utility theory.