Abstract
The negotiation problem representation in evolutionary systems design (Shakun, 1988) is interpreted to include social-emotional as well as task aspects. Controls are actions having task and social-emotional components taken to deliver preferred combinations of task and social-emotional goals. Thus, normative controls (actions) recommended by a group decision and negotiation support system (GDNSS) such as Mediator (Shakun, 1988) can include both task and social-emotional components. We use as controls the categories of social interaction developed by Bales (1950), as well as the interaction rate. We study empirically the relation between these controls and the agreements reached by negotiators in a buyer-seller negotiation. The role of social-emotional interaction in the negotiation process and thus in its support by GDNSS is analytically specified.
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