Supporting the Harvard Model of Principled Negotiation with Superexpertise

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Gray, Xenogene, Gray, Pamela Noel and Zeleznikow, John ORCID: 0000-0002-8786-2644 (2011) Supporting the Harvard Model of Principled Negotiation with Superexpertise. In: Business Information Systems Workshops: BIS 2011 International Workshops and BPSC International Conference, Poznań, Poland, June 15-17, 2011. Revised papers. Abramowicz, W, Maciaszek, Leszek and Wecel, Krzysztof, eds. Lecture Notes in Business Information Processing , 97 . Springer, Berlin, pp. 294-305.


An expert epistemology is a theory about knowledge in the expertise and includes knowledge representation, semantics, specifications, heuristics, reasoning, etc. Superexpert systems employ computer capabilities to extend ordinary human abilities, and are derived from expert epistemologies. A superexpert system, Negotiation Game or NeGame (NeG), is designed to support the Harvard Principled Negotiation model; it is illustrated by a Civilisation application which reframes the Israel-Palestine conflict as the task of negotiating a mutually acceptable civilisation. The negotiation epistemology of NeG evolved from the adversarial epistemology of eGanges (eG); both handle tasks in a user-friendly and transparent way. NeG manages hierarchical complexity of the conflict issues and differences in their subjective values, advises on cumulative scoring of Wins and Losses, and, through mathematical techniques, maximises Win-Win options. Adversarial epistemology requires four-valued logic, whereas negotiation epistemology requires six-valued logic; they share a common knowledge hierarchy, called a River.

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Item type Book Section
DOI 10.1007/978-3-642-25370-6_29
Official URL
ISBN 9783642253690 (print) 9783642253706 (online)
Subjects Historical > Faculty/School/Research Centre/Department > School of Management and Information Systems
Historical > FOR Classification > 0801 Artificial Intelligence and Image Processing
Historical > SEO Classification > 9404 Justice and the Law
Keywords ResPubID24881, epistemology, superexpertise, eGanges, principled negotiation, quality control fishbone
Citations in Scopus 1 - View on Scopus
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