Managing Negotiation Knowledge with the goal of developing Negotiation Decision Support Systems
While Information Technology has been used to support negotiation there is little research in the domain of knowledge management in legal negotiation. In this paper we discuss the nature of negotiation knowledge and how such knowledge can be utilized to construct negotiation decision support systems. We conduct an in-depth examination of the notion of a BATNA (Best Alternative to a Negotiated Agreement) and given a useful BATNA, how we can use issue and preference elicitation and compensation and trade-off strategies to provide negotiation decision support. We conclude by indicating how current negotiation support systems can be extended to support Online Dispute Resolution and haw we can extend the Family_Winner system in light of the need to more adequately manage negotiation knowledge.
Bellucci, Emilia and Zeleznikow, John, "Managing Negotiation Knowledge with the goal of developing Negotiation Decision Support Systems" (2005). ACIS 2005 Proceedings. 58.