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NSS solutions to major negotiation stumbling blocks

Author: Jelassi, Tawfik ; Foroughi, AbbasINSEAD Area: Technology and Operations Management Series: Working Paper ; 90/27/TM Publisher: Fontainebleau : INSEAD, 1990.Language: EnglishDescription: 23 p.Type of document: INSEAD Working Paper Online Access: Click here Abstract: Negotiations has always been an important means of peaceful resolution to conflict. However, negotiators often encounter several major problems which impede their performance: the cognitive difficulty of analysing information; cognitive, judgemental biases of negotiators; and socio-emotional aspects of negotiator behaviour. The growing frequency of negotiation situations as well as the increasing complexity of the issues which need to be resolved in a negotiation have fired interest in computer support for negociation. Negotiation Support Systems (NSS) show potential for alleviating or overcoming major stumbling blocks to sucessful negotiation. This paper discusses the three major types of stumbling blocks to negotiations and presents possible solutions to these problems which have been suggested by NSS researchers and designers. It also provides a brief overview of existing negotiation support systems and the results of NSS implementations. Future research directions in the field of NSS are outlined
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Negotiations has always been an important means of peaceful resolution to conflict. However, negotiators often encounter several major problems which impede their performance: the cognitive difficulty of analysing information; cognitive, judgemental biases of negotiators; and socio-emotional aspects of negotiator behaviour. The growing frequency of negotiation situations as well as the increasing complexity of the issues which need to be resolved in a negotiation have fired interest in computer support for negociation. Negotiation Support Systems (NSS) show potential for alleviating or overcoming major stumbling blocks to sucessful negotiation. This paper discusses the three major types of stumbling blocks to negotiations and presents possible solutions to these problems which have been suggested by NSS researchers and designers. It also provides a brief overview of existing negotiation support systems and the results of NSS implementations. Future research directions in the field of NSS are outlined

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