From negotiation to negotiation support systems: a theoretical perspective

Abstract

An overview is given of the existing negotiation literature under the headings of game theory, economic models, political models, and sociological models. Inferring from the review the need for computer support for negotiation, the authors then propose 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.<>