Managing negotiation knowledge with the goal of developing negotiation decision support systems

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Bellucci, Emilia and Zeleznikow, John ORCID: 0000-0002-8786-2644 (2005) Managing negotiation knowledge with the goal of developing negotiation decision support systems. In: Proceedings of the 16th Australasian Conference on Information Systems, 29 November - 2 December 2005, Sydney.

Abstract

While Information Technology has been used to support negotiation there is little research in the domain of knowledge management in legal negotiation. In this paper we discuss the nature of negotiation knowledge and how such knowledge can be utilized to construct negotiation decision support systems. We conduct an in-depth examination of the notion of a BATNA (Best Alternative to a Negotiated Agreement) and given a useful BATNA, how we can use issue and preference elicitation and compensation and trade-off strategies to provide negotiation decision support. We conclude by indicating how current negotiation support systems can be extended to support Online Dispute Resolution and haw we can extend the Family_Winner system in light of the need to more adequately manage negotiation knowledge.

Item type Conference or Workshop Item (Paper)
URI https://vuir.vu.edu.au/id/eprint/1555
Official URL http://aisel.aisnet.org/cgi/viewcontent.cgi?articl...
Subjects Historical > Faculty/School/Research Centre/Department > School of Management and Information Systems
Historical > RFCD Classification > 280000 Information, Computing and Communication Sciences
Keywords negotiation, Knowledge Management, Online Dispute Resolution, Interest-based Negotiation
Citations in Scopus 4 - View on Scopus
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