TY - JOUR
AU1 - Lim, Lai-Huat
AU2 - Benbasat, Izak
AB - Abstract:This paper provides an overview of the existing negotiation literature under the headings of game theory, economic models, political models, and social-psychological models. Inferring from the review the need for computer support for negotiation, the paper then proposes a theory for understanding the effects due to a support system in a two-party, monolithic, and multiple-issue setting. The theory conceptualizes a negotiation support system as consisting of individual decision support systems interconnected with an electronic communication channel; accordingly, it postulates two sets of effects, one owing to the decision aid, and the other to the communication support.
TI - A Theoretical Perspective of Negotiation Support Systems
JF - Journal of Management Information Systems
DO - 10.1080/07421222.1992.11517966
DA - 1992-12-01
UR - https://www.deepdyve.com/lp/taylor-francis/a-theoretical-perspective-of-negotiation-support-systems-b2iDGkqkgI
SP - 27
EP - 44
VL - 9
IS - 3
DP - DeepDyve
ER -