Business Negotiation Support: Theory and Practice

2004 ◽  
Vol 9 (1) ◽  
pp. 31-57 ◽  
Author(s):  
Aldo De Moor ◽  
Hans Weigand
Keyword(s):  
Support Systems ◽  
Small And Medium Enterprises ◽  
Negotiation Process ◽  
Theory And Practice ◽  
Negotiation Support Systems ◽  
Negotiation Support ◽  
Business Negotiation ◽  
Contract Negotiations ◽  
Domain Specific ◽  
Medium Enterprises

AbstractBusiness negotiation support systems (NSS) are slowly entering the market, although they lack a clear theoretical basis as of yet. Negotiation is a complicated process with many aspects that have only partially been described with the formal rigidity needed to build support systems. Most theories about negotiation are descriptive and not prescriptive, which, among other things, prevents their use as a basis for negotiation support systems. Complicating matters is that a negotiation process consists of several distinct stages, each with its own characteristics. Furthermore, there are many types of negotiations, depending on the domain. This suggests that we should not strive for one general negotiation support system, but for a set of domain-specific tools. To ground the development and application of these tools in different scenarios, we propose an integrated theoretical framework. After presenting an overview of existing negotiation support approaches, we construct a business negotiation support metamodel for NSS analysis. The metamodel is illustrated by analyzing the MeMo project, which concerns contract negotiations in small and medium enterprises in the European construction industry. The MeMo system is one of the first business NSS with an explicit international orientation.

scholarly journals Minimizing Negotiation Process Losses With Computerized Negotiation Support Systems

2011 ◽  
Vol 14 (4) ◽  
pp. 15 ◽  
Author(s):  
Abbas Foroughi
Keyword(s):  
Cognitive Biases ◽  
Support Systems ◽  
Negotiation Process ◽  
Negotiation Support Systems ◽  
Future Research ◽  
Negotiation Support ◽  
Negative Effects ◽  
Cognitive Limitations ◽  
Emotional Aspects ◽  
Future Research Directions

The growing frequency of negotiation situations as well as an increasing complexity of the issues that need to be resolved in a negotiation have generated interest in computer support for negotiation. Negotiation Support Systems (NSS) show potential for alleviating or overcoming major process losses which hinder the effectiveness of negotiations, including the negative effects of cognitive limitations, cognitive biases and dysfunctional socio-emotional aspects of negotiator behavior. This paper gives a brief overview of existing NSS and presents a framework for research in the NSS area, which highlights empirical research, which has already been conducted in this area. Also included is a discussion of future research directions, which are needed in the area of NSS.

E-Negotiation Support Systems Overview

2011 ◽  
pp. 1374-1380
Author(s):  
Zhen Wang ◽  
John Lim ◽  
Elizabeth Koh
Keyword(s):  
Information Processing ◽  
Fast Moving ◽  
Support Systems ◽  
Negotiation Process ◽  
Working Environment ◽  
Negotiation Support Systems ◽  
Future Research ◽  
Negotiation Support ◽  
Integrative Framework ◽  
Process And Outcome

In this fast moving global working environment, negotiators are benefiting from the pervasive application of computers and networks in the workplace. There is an increasing usage of E-negotiation Support Systems (ENS) in both internal and external negotiations. ENS are computer systems that help negotiators achieve better agreements by enhancing their information processing capabilities and communication with other parties. Recent empirical research on ENS has shown that the employment of ENS facilitates the improvement of the negotiation process and outcome (e.g., Delaney, Foroughi, & Perkins, 1997; Goh, Teo, Wu, &Wei, 2000; Rangaswamy & Shell, 1997). This article identifies the key areas of ENS research, the corresponding constructs, findings and challenges. Finally, it proposes an integrative framework of ENS research for future research.

scholarly journals Assessing construction innovation: theoretical and practical perspectives

2016 ◽  
Vol 16 (3) ◽  
pp. 104-115 ◽  
Author(s):  
Peter Davis ◽  
Thayaparan Gajendran ◽  
Josephine Vaughan ◽  
Toinpre Owi
Keyword(s):  
Construction Industry ◽  
Small And Medium Enterprises ◽  
Theory And Practice ◽  
Construction Sector ◽  
Productivity Improvement ◽  
Firm Innovation ◽  
Loosely Coupled ◽  
Australian Institute ◽  
Medium Enterprises ◽  
Structured Literature Review

Innovation is key for productivity improvement and advancements in different sectors of the economy, including the construction sector.  The criticism of the slow pace of innovation in construction industry may be unwarranted, considering the structure of the industry and nature of the construction business.  The loosely coupled nature of firms, mostly Small and Medium Enterprises (SME’s), delivering ‘projects’ through partial engagement, together with the distinction between the project innovation and firm innovation makes it difficult to extract innovations in a meaningful way.  The problem also lies in conceptualising, defining, articulating and assessing innovation in construction.  The literature is replete with research into construction innovation, however, there is limited research into understanding how innovation is perceived and narrated in practice.  The paper aims to explore how innovation is assessed and narrated in construction, specifically analysing theory and practice perspectives.  A theoretical model was constructed from a structured literature review illustrating existing discourse and narratives of construction innovation assessment.  A qualitative analysis of ‘Professional Excellence in Building’ submission documents to the Australian Institute of Building was performed to identify the practice perspective of innovation.  The findings suggest that internal organizational and process innovation account for the majority of improvements identified.  Importantly a taxonomy of narrative is developed that articulates how the construction industry in Australia views industry innovation.

Negotiation support systems: roots, progress and needs

1991 ◽  
Vol 1 (4) ◽  
pp. 233-247 ◽  
Author(s):  
C W Holsapple ◽  
H Lai ◽  
A B Whinston
Keyword(s):  
Support Systems ◽  
Negotiation Support Systems ◽  
Negotiation Support
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