Replying to several research calls, I report promising results from an initial experiment which compares different negotiation support system approaches concerning their potential to reduce a user’s cognitive workload. Using a novel laboratory-based non-intrusive objective measurement technique which derives the user’s cognitive workload from pupillary responses and eye-movements, I experimenta...

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 archi...

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 A...

Negotiation is an essential component of collaboration: By means of knowledge negotiation, a group of knowledge workers or collaborative learners determines what knowledge they have constructed together and accepted as a group. We develop the concept of “knowledge negotiation” as an important aspect of knowledge building and knowledge management, and then adapt CSCW support for negotiation to C...

Business negotiation support systems (NSS) are slowly entering the market, although they lack a clear theoretical basis as of yet. Negotiation is a complicated process with many aspects that have only partially been described with the formal rigidity needed to build support systems. Most theories about negotiation are descriptive and not prescriptive, which, among other things, prevents their u...

The web-based negotiation support system Inspire has been used by over 2000 participants worldwide in experimental negotiations. From the survey conducted among the users we find that they have very positive attitudes towards the Inspire system and Internet-based negotiation support in general. Nevertheless, we also observed differences in the evaluation and use of the system depending on the u...

Decision making for value-based design in Value Management (VM) is very complicated due to the involvement of many parties. In such situation where the designer, project manager, facility manager and others are involved in choosing a single alternative from a set of solutions, a negotiation support is required to evaluate and rank the solution before engaging into negotiation. This paper presen...

In this paper, we propose a Negotiation Support System based on a Multi-agent System. Each agent assists a user in multi-criteria decision making and negotiates according to this decision-modelling with other agents, each of them representing a user. Moreover agents assist users in the debate to negotiate a joint representation of the problem and automatically justify proposals with this joint ...

Negotiation analysis is complex. It may involve multiple issues of dispute, rules of negotiation, negotiators’ strategies, interventions by third party, negotiators’ cognitions, beliefs, preferences and attitude towards risks. Negotiators may have limited attention, limited capacity to store and retrieve memory information and limited capacity to process information. As a result they rely on he...

Contracts are important for attaining business process interoperability and enforcing their proper enactment. An e-Contract is the computerized facilitation or automation of a contract in a cross-organizational business process. In this paper, motivated by sales contracts, we propose a systematic way to perform negotiation activities over the Internet, in order to reduce the cost and improve th...