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Managing negotiation knowledge with the goal of developing negotiation decision support systems

Bellucci, Emilia and Zeleznikow, John 2005, Managing negotiation knowledge with the goal of developing negotiation decision support systems, in ACIS 2005 : Social IT : Thinking about the people : Proceedings of the 16th Australasian Conference on Information Systems 2005, ACIS, [Sydney, N.S.W. ], pp. 1-11.

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Title Managing negotiation knowledge with the goal of developing negotiation decision support systems
Author(s) Bellucci, Emilia
Zeleznikow, John
Conference name Australasian Conference on Information Systems (16th : 2005 : Sydney, N.S.W.)
Conference location Sydney, N.S.W.
Conference dates 30 Nov. - 2nd Dec. 2005
Title of proceedings ACIS 2005 : Social IT : Thinking about the people : Proceedings of the 16th Australasian Conference on Information Systems 2005
Editor(s) Campbell, Bruce
Underwood, Jim
Bunker, Deborah
Publication date 2005
Conference series Australasian Conference on Information Systems
Start page 1
End page 11
Publisher ACIS
Place of publication [Sydney, N.S.W. ]
Keyword(s) negotiation
knowledge management
online dispute resolution
interest-based negotiation
Summary 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 Agreement) and given a useful BATNA, how we can use issue and preference elicitation and compensation and trade-off strategies to provide negotiation decision support. We conclude by indicating how current negotiation support systems can be extended to support Online Dispute Resolution and haw we can extend the Family_Winner system in light of the need to more adequately manage negotiation knowledge.
Notes Reproduced with the specific permission of the copyright owner.
ISBN 097584170X
Language eng
Field of Research 080699 Information Systems not elsewhere classified
Socio Economic Objective 970108 Expanding Knowledge in the Information and Computing Sciences
HERDC Research category E1.1 Full written paper - refereed
Copyright notice ©2005, ACIS
Persistent URL http://hdl.handle.net/10536/DRO/DU:30032774

Document type: Conference Paper
Collections: School of Information and Business Analytics
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Every reasonable effort has been made to ensure that permission has been obtained for items included in DRO. If you believe that your rights have been infringed by this repository, please contact drosupport@deakin.edu.au.