522
Views
17
CrossRef citations to date
0
Altmetric
Original Articles

Decision support in software supported negotiations

Pages 576-597 | Received 23 Nov 2009, Accepted 20 Aug 2010, Published online: 10 Feb 2011

References

  • Aaronson , K. 1989 . Selling on the Fast Track , New York : G. P. Putnam's Sons .
  • Bellucci , E. and Zeleznikow , J. 2005 . Developing negotiation decision support systems that support mediators: a case study of the Family_Winner system . Artificial Intelligence and Law , 13 (2) : 233 – 271 . doi:10.1007/s10506–006–9013–1
  • Brams , S. J. 1990 . Negotiation games: applying game theory to bargaining and arbitration. , New York : Routledge . doi:10.4324/9780203180426
  • de Keyser , W. and Peeters , P. 1996 . A note on the use of PROMETHEE multicriteria methods . European Journal of Operational Research , 89 (3) : 457 – 461 . doi:10.1016/0377–2217(94)00307–6
  • Douglas , A. 1962 . Industrial peacemaking , New York : Columbia University Press .
  • Greenhalgh , L. 2001 . Managing strategic relationship , New York : Free Press .
  • Gulliver , P. 1979 . Disputes and Negotiations: A Cross‐Cultural Perspective , New York : Academic Press .
  • Hammond , J. S. , Keeney , R. L. and Raiffa , H. 1998 . Even swaps: A rational method for making trade‐offs . Harvard Business Review , 76 (2) : 137 – 149 .
  • Hammond , J. S. , Keeney , R. L. and Raiffa , H. 2002 . Smart Choices. A Practical Guide to Making Better Life Decisions , New York : Broadway Books .
  • Hordijk , L. 1991 . Use of the RAINS model in acid rain negotiation in Europe . Environmental Science Technology , 25 (4) : 596 – 603 . doi:10.1021/es00016a002
  • Keeney , R. L. and Raiffa , H. 1976 . Decisions with Multiple Objectives , New York : Wiley .
  • Keeney , R. L. and Raiffa , H. 1991 . “ Structuring and Analyzing Values for Multiple‐Issue Negotiations ” . In Negotiation Analysis , Edited by: Young , H. P. 131 – 152 . The University of Michigan Press .
  • Kersten , G. E. 2005 . E‐negotiation Systems: Interaction of People and Technologies to Resolve Conflicts . The Magnus Journal of Technology , 1 (3) : 71 – 96 .
  • Kersten , G. E. and Noronha , S. J. 1999 . WWW‐based negotiation support: design, implementation and use . Decision Support Systems , 25 (2) : 135 – 154 . doi:10.1016/S0167–9236(99)00012–3
  • Kersten , G. E. and Lai , H. 2007 . Negotiation support and e‐negotiation systems . Group Decision and Negotiation , 16 (6) : 553 – 586 . doi:10.1007/s10726–007–9095–5
  • Kuhn , R. 1999 . “ How to Plan the Strategies ” . In Negotiation. Reading, Exercises and Cases , Edited by: Lewicki , R. J. , Saunders , D. M. and Minton , J. W. 54 – 59 . Boston : Irwin/McGraw‐Hill .
  • Lai , H. , Lin , H. C. and Lin , W. J. 2007 . “ NeGoGo: ANeGo and SynNeGo ” . In Group Decision and Negotiation 2007: Proceedings , Edited by: Kersten , G. E. , Rios , J. and Chen , E. 75 – 81 . Montreal : InterNeg Research Centre, Concordia University .
  • Lewicki , R. J. , Saunders , D. M. and Minton , J. W. 1999 . Negotiation. Reading, Exercises and Cases , Boston : Irwin/McGraw‐Hill .
  • Lewicki , R. J. , Saunders , D. M. , Barry , B. and Minton , J. W. 2004 . Essentials of Negotiation. , 3rd Ed. , New York : Irwin/McGraw‐Hill .
  • Luce , R. D. and Raiffa , H. 1957 . Games and Decisions , New York : Wiley .
  • Madrigal , D. O. , Bowman , D. R. and McClain , B. U. 2009 . Introducing the Four‐Phase Model of Hostage Negotiation . Journal of Police Crisis Negotiations , 9 (2) : 119 – 133 . doi:10.1080/15332580902865144
  • Morley , I. and Stephenson , G. 1977 . The Social Psychology of Bargaining , London : Allen and Unwin .
  • Mousseau , V. and Slowinski , R. 1998 . Inferring an ELECTRE TRI Model From Assignment Examples . Journal of Global Optimization , 12 (2) : 157 – 174 . doi:10.1023/A:1008210427517
  • Mustajoki , J. and Hamalainen , R. P. 2000 . Web‐HIPRE: global decision support by value tree and AHP analysis . INFOR , 38 (3) : 208 – 220 .
  • Raiffa , H. 1982 . The Art and Science of Negotiation , Cambridge : Harvard University Press .
  • Raiffa , H. , Richardson , J. and Metcalfe , D. 2002 . Negotiation Analysis , Cambridge : The Belknap Press of Harvard University Press .
  • Roy , B. and Vincke , Ph. 1984 . Relational systems of preferences with one or more pseudo‐criteria: some new concepts and results . Management Science , 30 (11) : 1323 – 1335 . doi:10.1287/mnsc.30.11.1323
  • Roy , B. and Bouyssou , D. 1993 . Aide multicritère à la decision: Méthodes et cas , Paris : Economica .
  • Saaty , T. 2001 . “ The Seven Pillars of the Analytic Hierarchy Process ” . In Multiple Criteria Decision Making in the New Millennium , Edited by: Köksalan , M. and Zionts , S. 15 – 37 . Berlin, Heidelberg : Springer‐Verlag .
  • Scott , B. 1999 . “ Preparing for Negotiations ” . In Negotiation. Reading, Exercises and Cases , Edited by: Lewicki , R. J. , Saunders , D. M. and Minton , J. W. 60 – 67 . Boston : Irwin/McGraw‐Hill .
  • Schoop , M. , Jertila , A. and List , T. 2003 . Negoisst: a negotiation support system for electronic business‐to‐business negotiations in e‐commerce . Data & Knowledge Engineering , 47 (3) : 371 – 401 . doi:10.1016/S0169–023X(03)00065‐X
  • Sebenius , J. K. 1984 . Negotiating the Law of the Sea , Cambridge, MA : Harvard University Press .
  • Stroebel , M. and Weinhardt , C. 2003 . The Montreal Taxonomy for Electronic Negotiations . Group Decision and Negotiation , 12 : 143 – 164 . doi:10.1023/A:1023072922126
  • Tafreschi , O. , Mähler , D. , Fengel , J. , Rebstock , M. and Eckert , C. 2008 . A reputation system for electronic negotiations . Computer Standards & Interfaces , 30 : 351 – 360 . doi:10.1016/j.csi.2008.03.003
  • Thiessen , E. M. and Shakun , M. F. 2009 . “ First Nations Negotiations in Canada: Action research using Smartsettle ” . In Proceedings of GDN 2009: an International Conference on Group Decision and Negotiation , Edited by: Kilgour , M. and Wang , Q. 171 Wilfried Laurier University .
  • Thiessen , E. M. and Soberg , A. 2003 . Smartsettle described with the montreal taxonomy . Group Decision and Negotiation , 12 (2) : 165 – 170 . doi:10.1023/A:1023025106197
  • Thompson , L. 1998 . The Mind and Heart of the Negotiator , Uppers Saddle River : Prentice Hall .
  • Ulubeyli , S. and Kazaz , A. 2009 . A multiple criteria decision‐making approach to the selection of concrete pumps . Journal of Civil Engineering and Management , 15 (4) : 369 – 376 . doi:10.3846/1392–3730.2009.15.369–376
  • Urbanavičiene , V. , Kaklauskas , A. , Zavadskas , E. K. and Seniut , M. 2009a . The web‐based real estate multiple criteria negotiation decision support system: a new generation of decision support systems . International Journal of Strategic Property Management , 13 (3) : 267 – 286 . doi:10.3846/1648–715X.2009.13.267–286
  • Urbanavičiene , V. , Kaklauskas , A. and Zavadskas , E. K. 2009b . The conceptual model of construction and real estate negotiation . International Journal of Strategic Property Management , 13 (1) : 53 – 70 . doi:10.3846/1648–715X.2009.13.53–70
  • Ustinovichius , L. , Barvidas , A. , Vishnevskaja , A. and Ashikhmin , I. 2009 . Multicriteria verbal analysis for the decision of construction problems . Technological and Economic Development of Economy , 15 (2) : 326 – 340 . doi:10.3846/1392–8619.2009.15.326–340
  • Wachowicz , T. 2007 . “ Even Swaps Method for Developing Assessment Capabilities of E‐Negotiation System ” . In Proceedings of the International Multiconference on Computer Science and Information Technology , Edited by: Ganzha , M. , Paprzycki , M. and Pełech‐Pilichowski , T. Vol. 2 , 597 – 606 . Polish Information Processing Society .
  • Wachowicz , T. 2008 . “ NegoCalc: Spreadsheet Based Negotiation Support Tool with Even‐Swap Analysis ” . In Group Decision and Negotiation 2008: Proceedings – Full Papers , Edited by: Climaco , J. , Kersten , G. and Costa , J. P. 323 – 329 . Coimbra : INESC .
  • Wachowicz , T. and Kersten , G. E. Zachowania i decyzje negocjacyjne uczestników negocjacji elektronicznych [Decisions And Manners Of Electronic Negotiation System Users] . Proceedings of an International Scientific Conference “A Man And His Decisions" . Edited by: Kłosiński , K. A. and Biela , A. pp. 63 – 74 . John Paul II Catholic University of Lublin Press .
  • Wachowicz , T. and Wieszała , P. 2009 . “ Pre‐Negotiation Phase Protocol For Electronic Negotiation Support ” . In SOR'09 Proceedings , Edited by: Stirn , L. Zadnik , Zerovnik , J. , Drobne , S. and Lisec , A. 185 – 194 . Ljubljana : Slovenian Society Informatika – Section of Operations Research .
  • Young , H. P. 1991 . “ Negotiation Analysis ” . In Negotiation Analysis , Edited by: Young , H. P. 1 – 23 . The University of Michigan Press .
  • Zeckhauser , R. J. , Keeney , R. L. and Sebenius , J. K. 1996 . Wise Choices. Decision, Games and Negotiations , Boston, Massachusetts : Harvard Business School Press .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.