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| Author: | Rangaswamy, A. Shell, G. R. |
| Title: | Using computers to realize joint gains in negotiations: Toward an "electronic bargaining table". |
| Journal: | Management Science
1997 : AUG; VOL. 43:8, p. 1147-1163 |
| Index terms: | NEGOTIATION BARGAINING COMPUTER NETWORKS TELECOMMUNICATION EFFICIENCY ELECTRONIC MAIL |
| Language: | eng |
| Abstract: | The authors present a negotiation support system, called negotiation assistant, that enables negotiators to analyze their own preferences and provides a structured negotiation process to help parties move toward optimal trades. The underlying model is based a multiatribute representation of preferences and communications over a computer network where offers and counteroffers are evaluated according to one's own preferences. The authors present its analytical foundations, discuss its design and development, and provide an experimental assessment of its "value-in-use". The results suggest that parties using the system in structures negotiation settings would achieve better outcomes than parties negotiating face to face or over an e-mail messaging facility.Systems such as Negotiation assistant have the potential to be used in emerging "electronic markets". |
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