Abstract
Integrative Bargaining is a theoretical negotiation framework for achieving high joint benefit agreements between conflicting parties. However, this framework suffers from major implementation obstacles that include cognitive biases of negotiators, socio-emotional factors, and analytical processing difficulties. To date, computer-based Negotiation Support Systems (NSS) have not addressed these obstacles. They have concentrated only on providing analytical assistance for negotiation processes. This paper suggests a comprehensive framework for developing NSS that can address all three types of Integrative Bargaining obstacles in a mediation setting. Special attention is given to applying computer support for overcoming the socio-emotional and cognitive difficulties of negotiators. The first part of the paper describes the basic theoretical concepts and design features of the proposed framework. The second part presents an implementation methodology that addresses the entire Integrative Bargaining process. Finally, a number of further research issues are identified.
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
