Knowledge Sharing in Negotiation Process Coordination

Abstract

Abstract. In negotiations, independent of the context in which these are being applied, the goal is reaching an agreement, and every agreement comprises a decision making result. The negotiator‘s expertise can determine the success of a project. Of great importance is the greatest possible amount of information on the negotiation, so as to secure competitive data which can sway the negotiation and identify the potential benefits for the other party. Furthermore, negotiation environment information and individual knowledge about both parties as well as previous experience in negotiations can be useful in new negotiations. This scenario requires a management model which should be able to capture and manage this knowledge, disseminating it to the negotiators, and improving the results from negotiations. The aim of this work is to propose an environment to support cooperative negotiation processes, managing the knowledge acquired in each negotiation, providing necessary knowledge during the process and enabling interaction between negotiators