Open AccessMinimizing Negotiation Process Losses With Computerized Negotiation Support Systems
Author(s) -
Abbas Foroughi
Publication year - 2011
Publication title -
journal of applied business research
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.149
H-Index - 22
eISSN - 2157-8834
pISSN - 0892-7626
DOI - 10.19030/jabr.v14i4.5648
Subject(s) - negotiation , process (computing) , dysfunctional family , cognition , negotiation theory , computer science , process management , empirical research , knowledge management , management science , psychology , business , political science , engineering , psychotherapist , philosophy , epistemology , neuroscience , law , operating system
The growing frequency of negotiation situations as well as an increasing complexity of the issues that need to be resolved in a negotiation have generated interest in computer support for negotiation. Negotiation Support Systems (NSS) show potential for alleviating or overcoming major process losses which hinder the effectiveness of negotiations, including the negative effects of cognitive limitations, cognitive biases and dysfunctional socio-emotional aspects of negotiator behavior. This paper gives a brief overview of existing NSS and presents a framework for research in the NSS area, which highlights empirical research, which has already been conducted in this area. Also included is a discussion of future research directions, which are needed in the area of NSS.