WWW-based negotiation support: Design, implementation, and use

Kersten, G.E. & Noronha, S.J. (1999). WWW-based negotiation support: Design, implementation, and use. Decision Support Systems 25 (2) 135-154. 10.1016/S0167-9236(99)00012-3.

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Support for international negotiations requires integration of decision-theoretic approaches with communication facilities, and different visualization modes. In addition, negotiation support systems (NSS) should also be tailored to different cultural and educational backgrounds of their users. While there have been studies on cross-cultural negotiations involving simple game or economic models, there have been no experiments with NSS in international and cross-cultural contexts. At the same time the emergence and quickly spreading use of the World Wide Web (WWW) and electronic commerce indicates the potential of NSS supporting commercial transactions across borders. This paper presents INSPIRE, the first Web-based NSS that has been tested and used in teaching and training in several countries. Developed in the context of a cross-cultural study of decision making and negotiation, it has been primarily used to conduct and study negotiation via WWW as well as in teaching and training. The architecture of INSPIRE, which relies heavily on the net-centric computing paradigm and object oriented design, is also discussed.

Item Type: Article
Uncontrolled Keywords: Negotiation analysis; Web-based support systems; Negotiation support systems, bilateral negotiations; Preference modeling; Conjoint analysis, object-oriented design; Cross-cultural negotiation; Net-centric computing
Research Programs: Decision Analysis and Support (DAS)
Depositing User: IIASA Import
Date Deposited: 15 Jan 2016 02:10
Last Modified: 27 Aug 2021 17:36
URI: https://pure.iiasa.ac.at/5692

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