Structured negotiation using GroupSystems electronic meetings

Abstract

This paper proposes a set of agenda for the use of a specific Group Support System (GSS) in preparing and conducting structured negotiations. Previous work in this area has established the feasibility of this approach, and indeed the increasing use of GSS's in many different business processes suggests that it would be surprising if GSS's could not effectively be used in negotiation. Recent developments in the computer technology used in GSS's offer significant new functions that can be very valuable in negotiation. Much of the literature on the subject of negotiation deals with one-on-one, face to face individual negotiation, where a computerized approach is less likely to make a useful contribution. However, structured approaches to negotiation have been defined and these can be susceptible to computerized techniques. In this contest a structured negotiation is a negotiation, where a group of people are involved for each party, so that there needs to be agreement within each of these groups and then agreement between the groups to reach a final settlement. To be suitable for the approach described in this paper, both parties should have the opportunity to introduce new options and ideas to help reach agreement. Based upon discussion of a worked example, this paper develops electronic agenda for such negotiation. Conclusions are drawn about the strengths and weaknesses of this approach.