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 (ACIS 2005). Australasian Chapter of the Association for Information Systems.


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. Paper 58. Conference held in Sydney from 29 Nov – 2 Dec 2005.

Item type Book Section
Official URL
ISBN 097584170X
Subjects Historical > Faculty/School/Research Centre/Department > Centre for International Corporate Governance Research
Historical > RFCD Classification > 280000 Information, Computing and Communication Sciences
Keywords ResPubID8345, negotiation, knowledge management, online dispute resolution, interest-based negotiation, negotiator, negotiation support system
Citations in Scopus 4 - View on Scopus
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