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Negotiation Support and E-negotiation Systems: An Overview

Author

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  • Gregory E. Kersten

    (Concordia University)

  • Hsiangchu Lai

    (National Sun Yat-sen University)

Abstract

With negotiation being an often difficult process involving complex problems, computer-based support has been employed in its various phases and tasks. This article provides a historical overview of software used to support negotiations, aid negotiators, and automate one or more negotiation activities. First, it presents several system classifications, including implemented models, system architectures, and configurations of various systems interacting with human negotiators. Then, it focuses on NSSs (negotiation support systems) and related systems introduced in the early 1980s and on ENSs (e-negotiation systems), which are deployed on the web. These broad categories are discussed from four perspectives: real-life applications, systems used in research and training, research results, and research frameworks.

Suggested Citation

  • Gregory E. Kersten & Hsiangchu Lai, 2007. "Negotiation Support and E-negotiation Systems: An Overview," Group Decision and Negotiation, Springer, vol. 16(6), pages 553-586, November.
    • Handle: RePEc:spr:grdene:v:16:y:2007:i:6:d:10.1007_s10726-007-9095-5
    DOI: 10.1007/s10726-007-9095-5
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    Cited by:

    1. Jakub Brzostowski & Tomasz Wachowicz, 2014. "NegoManage: A System for Supporting Bilateral Negotiations," Group Decision and Negotiation, Springer, vol. 23(3), pages 463-496, May.
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    3. Tomasz Wachowicz & Paweł Błaszczyk, 2013. "TOPSIS Based Approach to Scoring Negotiating Offers in Negotiation Support Systems," Group Decision and Negotiation, Springer, vol. 22(6), pages 1021-1050, November.
    4. Johannes Gettinger & Sabine T. Koeszegi, 2014. "Far from Eye, Far from Heart: Analysis of Graphical Decision Aids in Electronic Negotiation Support," Group Decision and Negotiation, Springer, vol. 23(4), pages 787-817, July.
    5. Jyotishka Ray & Syam Menon & Vijay Mookerjee, 2020. "Bargaining over Data: When Does Making the Buyer More Informed Help?," Information Systems Research, INFORMS, vol. 31(1), pages 1-15, March.
    6. Marc T. P. Adam & Timm Teubner & Henner Gimpel, 2018. "No Rage Against the Machine: How Computer Agents Mitigate Human Emotional Processes in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 27(4), pages 543-571, August.
    7. Eduarda Asfora Frej & Danielle Costa Morais & Adiel Teixeira de Almeida, 2022. "Negotiation Support Through Interactive Dominance Relationship Specification," Group Decision and Negotiation, Springer, vol. 31(3), pages 591-620, June.
    8. Qian Wang & D. Marc Kilgour & Keith W. Hipel, 2015. "Numerical Methods to Calculate Fuzzy Boundaries for Brownfield Redevelopment Negotiations," Group Decision and Negotiation, Springer, vol. 24(3), pages 515-536, May.
    9. Małgorzata Przybyła-Kasperek, 2020. "Coalitions’ Weights in a Dispersed System with Pawlak Conflict Model," Group Decision and Negotiation, Springer, vol. 29(3), pages 549-591, June.
    10. Homberger, Jörg & Fink, Andreas, 2017. "Generic negotiation mechanisms with side payments – Design, analysis and application for decentralized resource-constrained multi-project scheduling problems," European Journal of Operational Research, Elsevier, vol. 261(3), pages 1001-1012.
    11. Yong Xie & Hongwei Wang, 2014. "A Group Cooperative Decision Support System Based on Extended Contract Net," Group Decision and Negotiation, Springer, vol. 23(5), pages 1191-1217, September.
    12. Sondoss Elsawah & Elena Bakhanova & Raimo P. Hämäläinen & Alexey Voinov, 2023. "A Competency Framework for Participatory Modeling," Group Decision and Negotiation, Springer, vol. 32(3), pages 569-601, June.
    13. Przybyła-Kasperek, Małgorzata & Wakulicz-Deja, Alicja, 2016. "The strength of coalition in a dispersed decision support system with negotiations," European Journal of Operational Research, Elsevier, vol. 252(3), pages 947-968.
    14. Muhammed-Fatih Kaya, 2022. "Pattern Labelling of Business Communication Data," Group Decision and Negotiation, Springer, vol. 31(6), pages 1203-1234, December.
    15. Domingo Ribeiro-Soriano & David Urbano, 2009. "Overview of Collaborative Entrepreneurship: An Integrated Approach Between Business Decisions and Negotiations," Group Decision and Negotiation, Springer, vol. 18(5), pages 419-430, September.
    16. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    17. Zhen Wang & John Lim & Xiaojia Guo, 2010. "Negotiator Satisfaction in NSS-Facilitated Negotiation," Group Decision and Negotiation, Springer, vol. 19(3), pages 279-300, May.
    18. Venkataraghavan Krishnaswamy & R. P. Sundarraj, 2019. "Impatience Characteristics in Cloud-Computing-Services Procurement: Effects of Delay Horizon and Situational Involvement," Group Decision and Negotiation, Springer, vol. 28(5), pages 961-990, October.
    19. F. Ackermann & M. Yearworth & L. White, 2018. "Micro-processes in Group Decision and Negotiation: Practices and Routines for Supporting Decision Making," Group Decision and Negotiation, Springer, vol. 27(5), pages 709-713, October.
    20. Wachowicz, Tomasz & Roszkowska, Ewa, 2022. "Can holistic declaration of preferences improve a negotiation offer scoring system?," European Journal of Operational Research, Elsevier, vol. 299(3), pages 1018-1032.
    21. Venkataraghavan Krishnaswamy & Aseem Pahuja & R. P. Sundarraj, 2016. "Integrating Time-Preferences into E-Negotiation Systems: A Model, Elicitation Approach and Experimental Implications," Group Decision and Negotiation, Springer, vol. 25(6), pages 1137-1167, November.
    22. Bo Yu & Rustam Vahidov, 2019. "Applying Social Interaction Theory to Negotiation Modeling: Design of E-negotiation System," Information Systems Frontiers, Springer, vol. 21(3), pages 703-718, June.
    23. Ricardo Ernst & Jose Ignacio López-Sánchez & David Urbano, 2009. "A Negotiation Model for Inducing Higher Service in a Distribution Channel," Group Decision and Negotiation, Springer, vol. 18(5), pages 499-517, September.

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