Negotiation Processes: Modeling Frameworks and Information Technology

  • Melvin F. Shakun

Table of contents

  1. Front Matter
    Pages i-iv
  2. L. Floyd Lewis, Melvin F. Shakun
    Pages 19-37
  3. Tung X. Bui, Melvin F. Shakun
    Pages 39-53
  4. Kalyan Chatterjee
    Pages 55-69
  5. D. Marc Kilgour, Liping Fang, Keith W. Hipel
    Pages 71-83
  6. Stephen J. Andriole
    Pages 169-183
  7. Raimo P. Hämäläinen, Mari Pöyhönen
    Pages 185-200
  8. Caroline A. Stevens, Paul N. Finlay
    Pages 221-243
  9. Back Matter
    Pages 245-246

About this book


This book focuses on negotiation processes and how negotiation modeling frameworks and information technology can support these. A modeling framework for negotiation as a purposeful complex adaptive process is presented and computer-implemented in the first three chapters. Two game-theoretic contributions use non-cooperative games in extensive form and a computer-implemented graph model for conflict resolution, respectively. Two chapters use the negotiators' joint utility distribution to provide problem structure and computer support.
A chapter on cognitive support uses restructurable modeling as a framework. One chapter matches information technologies with negotiation tasks. Another develops computer support based on preference programming. Two final chapters develop a stakeholder approach to support system evaluation, and a research framework for them, respectively.
Negotiation Processes: Modeling Frameworks and Information Technology will be of interest to researchers and students in the areas of negotiation, group decision/negotiation support systems and management science, as well as to practising negotiators interested in this technology.


calculus evolution game theory modeling negotiations programming

Editors and affiliations

  • Melvin F. Shakun
    • 1
  1. 1.Stern School of BusinessNew York UniversityUSA

Bibliographic information

  • DOI
  • Copyright Information Springer Science+Business Media B.V. 1996
  • Publisher Name Springer, Dordrecht
  • eBook Packages Springer Book Archive
  • Print ISBN 978-94-010-7313-4
  • Online ISBN 978-94-009-1824-5
  • Buy this book on publisher's site
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