TY - GEN
T1 - What Can Computer Programs Do to Facilitate Negotiation Processes ?
AU - Chaudhury, Abhijit
AU - Raghav Rao, H.
AU - Rathnam, Sukumar
N1 - Publisher Copyright:
© 1991 ACM.
PY - 1991/10/1
Y1 - 1991/10/1
N2 - Recently, there has been considerable interest in the development of computer systems for use in negotiations. However, these systems are exclusively focussed on joint problem solving in cooperative settings. This paper concentrates on negotiation situations that are marked by conflict. Using a social-theoretic framework we identify the scope of computer assistance for negotiation in non-cooperative situations. We focus on the descriptive part of Raiffa's asymmetric descriptive/prescriptive strategy for competitive decision-making. An outline of a software system is presented. Such a system can help build a database of negotiation case histories that can be represented graphically. We explore its use in competitive bargaining situations where the system can provide a descriptive model of the opponents' bargaining behavior and help classify a negotiator in terms of negotiation strategies he is inclined to use. This allows the user to adopt a prescriptive approach in the^ process of concession-making in negotiations. The principles of a computer program -FACILITATOR-to facilitate the process of negotiation are also presented.
AB - Recently, there has been considerable interest in the development of computer systems for use in negotiations. However, these systems are exclusively focussed on joint problem solving in cooperative settings. This paper concentrates on negotiation situations that are marked by conflict. Using a social-theoretic framework we identify the scope of computer assistance for negotiation in non-cooperative situations. We focus on the descriptive part of Raiffa's asymmetric descriptive/prescriptive strategy for competitive decision-making. An outline of a software system is presented. Such a system can help build a database of negotiation case histories that can be represented graphically. We explore its use in competitive bargaining situations where the system can provide a descriptive model of the opponents' bargaining behavior and help classify a negotiator in terms of negotiation strategies he is inclined to use. This allows the user to adopt a prescriptive approach in the^ process of concession-making in negotiations. The principles of a computer program -FACILITATOR-to facilitate the process of negotiation are also presented.
UR - https://www.scopus.com/pages/publications/23144431687
U2 - 10.1145/122831.122857
DO - 10.1145/122831.122857
M3 - Conference contribution
AN - SCOPUS:23144431687
SN - 0897914562
SN - 9780897914567
T3 - COCS 1991 - Proceedings of the Conference on Organizational Computing Systems
SP - 269
EP - 284
BT - COCS 1991 - Proceedings of the Conference on Organizational Computing Systems
PB - Association for Computing Machinery, Inc
T2 - 1991 Conference on Organizational Computing Systems, COCS 1991
Y2 - 5 November 1991 through 8 November 1991
ER -