A Formal Basis for Negotiation Support System Research

Authors: Holsapple C.W.¹; Lai H.²; Whinston A.B.³

Source: Group Decision and Negotiation, Volume 7, Number 3, May 1998 , pp. 203-227(25)

Publisher: Springer

Abstract:

A high-level theoretical model of negotiation activity is introduced as a foundation for guiding future research and development in the area of negotiation support literature. A formal model at this level is presently absent from the negotiation support systems. The model is formally expressed in terms of definitions and postulates that describe eight important negotiation parameters. Relationships between the model and research in game theory, social behavior science, and decision support systems fields are examined.

Keywords: negotiation; negotiation theory; negotiation model; negotiation support systems

Language: English

Document Type: Regular paper

Affiliations: 1: College of Business and Economics, University of Kentucky, Lexington, Kentucky, USA 2: Department of Information Management, National Sun Yat-sen University, Kaohsiung, Taiwan 80424, Republic of China 3: Graduate School of Business, The University of Texas at Austin, Austin, Texas, USA

Publication date: 1998-05-01

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• In this Subject: Business
• By this author: Holsapple C.W. ;  Lai H. ;  Whinston A.B.

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