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A Development framework for computer supported conflict resolution

Author: Jelassi, Tawfik ; Anson, RobertINSEAD Area: Technology and Operations ManagementIn: European Journal of Operational Research, vol. 46, no. 2, May 1990 Language: EnglishDescription: p.181-199.Type of document: INSEAD ArticleNote: Please ask the Library for this articleAbstract: Integrative Bargaining is a theoretical negotiation framework for achieving high joint benefit agreements between conflicting parties. However, this framework suffers from major implementation obstacles that include cognitive biases of negotiators, socio-emotional factors, and analytical processing difficulties. To date, computer-based Negotiation Support Systems (NSS) have not addressed these obstacles. They have concentrated only on providing analytical assistance for negotiation processes. This paper suggests a comprehensive framework for developing NSS that can address all three types of Integrative Bargaining obstacles in a mediation setting. Special attention is given to applying computer support for overcoming the socio-emotional and cognitive difficulties of negotiators. The first part of the paper describes the basic theoretical concepts and design features of the proposed framework. The second part presents an implementation methodology which addresses the entire Integrative Bargaining process
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Integrative Bargaining is a theoretical negotiation framework for achieving high joint benefit agreements between conflicting parties. However, this framework suffers from major implementation obstacles that include cognitive biases of negotiators, socio-emotional factors, and analytical processing difficulties. To date, computer-based Negotiation Support Systems (NSS) have not addressed these obstacles. They have concentrated only on providing analytical assistance for negotiation processes. This paper suggests a comprehensive framework for developing NSS that can address all three types of Integrative Bargaining obstacles in a mediation setting. Special attention is given to applying computer support for overcoming the socio-emotional and cognitive difficulties of negotiators. The first part of the paper describes the basic theoretical concepts and design features of the proposed framework. The second part presents an implementation methodology which addresses the entire Integrative Bargaining process

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