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Negotiation Processes: Modeling Frameworks and Information Technology pp 133–167Cite as

Perspectives on Representation and Analysis of Negotiation: Towards Cognitive Support Systems

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Abstract

The rapid expansion of Decision and Negotiation Support Systems has been built mainly on decision-theoretic approaches. This has resulted in the decision maker being viewed through the lens of the problem. In this article, the focus is on the decision maker’s view of the problem. Three levels of problem articulation are described. Special emphasis is placed on the needs level and the implications it carries for the cognitive and instrumental levels. The three levels of articulation, the organizational model of making decision in social settings, and the three basic approaches to decision making form the basis for computer support focused on understanding and change rather than preferences and outcomes. We argue that in the dynamic, interactive context characteristic of negotiations, a cognitive support system based on restructurable modeling provides a richer basis for support.

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  1. Centre for Computer Assisted Management, Carleton University, Ottawa, Ontario, Canada

    Gregory E. Kersten & David Cray

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  1. Gregory E. Kersten
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  1. Stern School of Business, New York University, USA

    Melvin F. Shakun

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Kersten, G.E., Cray, D. (1996). Perspectives on Representation and Analysis of Negotiation: Towards Cognitive Support Systems. In: Shakun, M.F. (eds) Negotiation Processes: Modeling Frameworks and Information Technology. Springer, Dordrecht. https://doi.org/10.1007/978-94-009-1824-5_9

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