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Journal articles on the topic 'Negotiation support'

Author: Grafiati

Published: 25 May 2024

Last updated: 31 July 2025

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1

GWIAZDA-RZEPECKA, Brygida. "NEGOTIATIONS IN PEACE SUPPORT OPERATIONS IN IRAQ AND AFGHANISTAN – RESEARCH RESULTS." Scientific Journal of the Military University of Land Forces 163, no. 1 (2012): 73–93. http://dx.doi.org/10.5604/01.3001.0002.3234.

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Negotiation has become one of the most socially effective methods of solving conflicts. The aim of this article is to present the results of research on negotiations in peace support operations in Iraq and Afghanistan. There have been five negotiating styles discussed as their role appears to be crucial in the negotiation process. Some conclusions on conducting negotiations have been elaborated as well.

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Foroughi, Abbas. "Minimizing Negotiation Process Losses With Computerized Negotiation Support Systems." Journal of Applied Business Research (JABR) 14, no. 4 (2011): 15. http://dx.doi.org/10.19030/jabr.v14i4.5648.

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The growing frequency of negotiation situations as well as an increasing complexity of the issues that need to be resolved in a negotiation have generated interest in computer support for negotiation. Negotiation Support Systems (NSS) show potential for alleviating or overcoming major process losses which hinder the effectiveness of negotiations, including the negative effects of cognitive limitations, cognitive biases and dysfunctional socio-emotional aspects of negotiator behavior. This paper gives a brief overview of existing NSS and presents a framework for research in the NSS area, which

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Wachowicz, Tomasz. "DECISION SUPPORT IN SOFTWARE SUPPORTED NEGOTIATIONS." Journal of Business Economics and Management 11, no. 4 (2010): 576–97. http://dx.doi.org/10.3846/jbem.2010.28.

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In this paper we consider the idea of negotiations conducted by means of the software support tools. We present the advantages of the negotiation support systems discussing their different functions and typologies focusing later on the possibilities of decision support they can give to the negotiating parties in all negotiation phases. After presenting the most popular solutions we introduce also two of our own procedures that can be applied in the pre‐negotiation phase for eliciting negotiators’ preferences and building the offers’ scoring systems for the parties. The first one is based on th

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Jonker, Catholijn M., Koen V. Hindriks, Pascal Wiggers, and Joost Broekens. "Negotiating Agents." AI Magazine 33, no. 3 (2012): 79. http://dx.doi.org/10.1609/aimag.v33i3.2421.

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Negotiation is a complex emotional decision-making process aiming to reach an agreement to exchange goods or services. From an agent technological perspective creating negotiating agents that can support humans with their negotiations is an interesting challenge. Already more than a decade, negotiating agents can outperform human beings (in terms of deal optimality) if the negotiation space is well-understood. However, the inherent semantic problem and the emotional issues involved make that negotiation cannot be handled by artificial intelligence alone, and a human-machine collaborative syste

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De Moor, Aldo, and Hans Weigand. "Business Negotiation Support: Theory and Practice." International Negotiation 9, no. 1 (2004): 31–57. http://dx.doi.org/10.1163/1571806041262106.

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AbstractBusiness 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 use as a basis for negotiation support systems. Complicating matters is that a negotiation process consists of several distinct stages, each with its own characteristics. Furthermore, there are ma

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FILZMOSER, MICHAEL, JESUS RIOS, STEFAN STRECKER, and RUDOLF VETSCHERA. "THE IMPACT OF ANALYTICAL SUPPORT AND PREFERENCE DETERMINATION ON CONSISTENCY IN E-NEGOTIATIONS — A NEW METHOD AND PRELIMINARY RESULTS." International Journal of Information Technology & Decision Making 09, no. 05 (2010): 673–94. http://dx.doi.org/10.1142/s0219622010004068.

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This paper explores whether the decisions made by a negotiator during negotiations are consistent with her preferences. By considering the entire set of offers exchanged during a negotiation, the measures of consistency developed in this paper provide a compact representation of important behavioral characteristics throughout the negotiation process. The consistency measures developed in this paper are validated with data from an experimental study in which the impact of two factors on negotiation processes is studied: the availability of analytical support and imposed vs. elicited preferences

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Foroughi, Abbas. "A Survey Of The Use Of Computer Support For Negotiation." Journal of Applied Business Research (JABR) 11, no. 2 (2011): 121. http://dx.doi.org/10.19030/jabr.v11i2.5882.

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A survey was taken of negotiation practices in business and industry. Of particular interest was the extent to which computer technology is being used to enhance and support negotiation. The most widely used types of computer support were costing of anticipated demands, mathematical models and contract analysis. Pre-negotiation and post-negotiation activities had been more widely supported by computers than had actual negotiation sessions. A large number of organizations expressed a willingness to use computer support for future negotiations, and the consensus was that pre-negotiation activiti

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Piya, Sujan, Mohammad Miftaur Rahman Khan Khadem, and Ahm Shamsuzzoha. "Negotiation based decision support system for order acceptance." Journal of Manufacturing Technology Management 27, no. 3 (2016): 443–68. http://dx.doi.org/10.1108/jmtm-04-2015-0023.

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Purpose – The purpose of this paper is to develop a mathematical model of a make-to-order manufacturing company simultaneously negotiating multiple contingent orders that possess conflicting issues in order to achieve order acceptance decisions (OADs). Design/methodology/approach – The paper developed a mathematical model by incorporating probabilistic theory and some theories of negotiation in the OAD problem. The model helps to harness the relationship between the manufacturer and customers of contingent orders on conflicting issues. A numerical example is enumerated to illustrate the workin

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Zhang, Hong, Kai Zhang, Marco Warsitzka, and Roman Trötschel. "Negotiation complexity: a review and an integrative model." International Journal of Conflict Management 32, no. 4 (2021): 554–73. http://dx.doi.org/10.1108/ijcma-03-2020-0051.

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Purpose This paper aims to review and synthesize the existing literature related to negotiation complexity and provides an integrative model to systematically identify and examine factors contributing to negotiation complexity and how they affect negotiating parties’ behaviors and economic and subjective outcomes. Design/methodology/approach The approach was to combine relevant literature from negotiation in general and from negotiation complexity in particular and to develop and support an integrative model of complexity in real-world negotiations. Findings The literature on negotiation compl

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Lee, Shin-Kyuo. "The Effect of the Background Factors of Trade Negotiation and Negotiation Strategy on Non-Face-to-Face Negotiation Outcomes of Korean Small and Medium-Sized Trading Companies." Korea International Trade Research Institute 18, no. 6 (2022): 205–21. http://dx.doi.org/10.16980/jitc.18.6.202212.205.

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Purpose – The purpose of this study is to analyze the relationship between background factors of business negotiation and negotiation outcome for Korean small and medium sized trading companies. Design/Methodology/Approach - By analyzing business negotiation factors such as culture, organization, knowledge on trade practice, individual characteristics, and negotiation process, a research model was derived, and research hypotheses were verified. Findings - The results of this study are as follows. Cross-cultural awareness, organizational support, trade practice knowledge, and individual charact

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Neijens, Peter, Roderick Swaab, and Tom Postmes. "Negotiation Support Systems: Communication and Information as Antecedents of Negotiation Settlement." International Negotiation 9, no. 1 (2004): 59–78. http://dx.doi.org/10.1163/1571806041262115.

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AbstractInnovative approaches such as the use of technology in negotiations raise questions of how technology interacts with the manifold contextual factors that play a role in negotiations. In this article, we introduce a theoretical framework that seeks to inform the design of Negotiation Support Systems (NSS) by focusing on two antecedents of negotiation success. On the one hand, we argue that NSS should stimulate a common (cultural) identity among the individual negotiators, a strong predictor of integrative agreements in prior research. On the other hand, NSS should seek to provide inform

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Blaha, Kathryn, Kristine Reed, Lisa Newland, Karen Card, and Larianne Polk. "FEMALE SUPERINTENDENTS AND NEGOTIATIONS: A PHENOMENOLOGICAL STUDY OF THE INFLUENCE OF GENDER IN THE MIDWEST." Advancing Women in Leadership Journal 42 (May 22, 2023): 34–47. http://dx.doi.org/10.21423/awlj-v42.a431.

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In this qualitative study, the researcher examined 11 female superintendents’ experiences of negotiations. Six themes emerged from the semi-structured interviews: I am a Woman in a Man’s World (Still), Negotiating for Myself is Uncomfortable, The School Board Holds the Cards, Experience and Salary Data are Key, Fairness is Important, and Female Leaders Need Support. Recommendations are provided to bolster support and preparation for women’s participation in negotiation. Recommendations are also provided for future research to continue the exploration of female superintendents’ experiences of n

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Kozina, Andrzej W. "MANAGERIAL ROLES AND FUNCTIONS IN NEGOTIATION PROCESS." Business, Management and Education 12, no. 1 (2014): 94–108. http://dx.doi.org/10.3846/bme.2014.07.

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The paper is focused on negotiation processes performed in a company and presents author’s concept of the description of the roles and functions accomplished by managers within those processes and being of significant importance from the point of view of negotiations’ outcomes. Such a concept aims at providing the analysis and conducting of business negotiations with effective support. Firstly (following introduction), the concept, types, and comprehensive model of such negotiations is presented as a useful methodological framework for specifying managerial roles and functions. Secondly, some

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Zhai, Li Li, Ze Yi Yang, and Qin Ying Sun. "The Negotiation Support System for High-Tech Virtual Enterprise." Advanced Materials Research 255-260 (May 2011): 3027–31. http://dx.doi.org/10.4028/www.scientific.net/amr.255-260.3027.

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To solve the cooperation-conflict negotiation problems among the members of High-tech Virtual Enterprise (HTVE), High-tech Virtual Enterprise Negotiation Support System (HTVE-NSS) based on RIA architecture is put forward. According to the operation characteristics of High-tech Virtual Enterprise, in this system, the structure of High-tech Virtual Enterprise Negotiation Support System is designed, which consists of the problem processing system, the model base system and remote conference system. And HTVE-NSS adopts artificial intelligence technology to design problem processing system (PPS), a

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Carbonneau, Real, Rustam Vahidov, and Bo Yu. "Concession crossover in electronic negotiations." Control and Cybernetics 50, no. 1 (2021): 51–67. http://dx.doi.org/10.2478/candc-2021-0004.

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Abstract Negotiation is a joint decision making process involving making concessions by the parties. Concession-making may involve giving up negotiator’s utility and is an essential activity in the negotiation process. In the past it has been suggested by some authors that negotiators utility functions over the issues may not be linear. In this case, a phenomenon called “concession crossover” takes place, in which a negotiator may switch issues on which they choose to make concessions at some point in negotiations. This work sets to investigate the validity of such claims. To this end we intro

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Tang, Yan. "Study on Negotiation Skills Copyright Discussions Between China And Japan." Transactions on Economics, Business and Management Research 11 (November 5, 2024): 8–18. https://doi.org/10.62051/s28qc907.

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With the accelerating trend of global digitization and evolving international trade rules, China and Japan are increasingly collaborating in the production and consumption of cultural products. In the game industry, Japan, the third-largest game market globally, attracts high-quality game content, while China, the second-largest market, boasts a rapidly growing industry. This paper examines the significance and application of copyright negotiation skills between China and Japan, focusing on the case of Arknights successfully entering the Japanese market. It first addresses the copyright issues

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WOLFE, CHRISTOPHER J., and UDAY S. MURTHY. "Negotiation Support Systems in Budget Negotiations: An Experimental Analysis." Journal of Management Information Systems 22, no. 3 (2005): 351–81. http://dx.doi.org/10.2753/mis0742-1222220312.

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Cretan, Adina, Cristina Nica, Carlos Coutinho, Ricardo Jardim-Goncalves, and Ben Bratu. "An Intelligent System to Ensure Interoperability for the Dairy Farm Business Model." Future Internet 13, no. 6 (2021): 153. http://dx.doi.org/10.3390/fi13060153.

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Picking reliable partners, negotiating synchronously with all partners, and managing similar proposals are challenging tasks for any manager. This challenge is even harder when it concerns small and medium enterprises (SMEs) who need to deal with short budgets and evident size limitations, often leading them to avoid handling very large contracts. This size problem can only be mitigated by collaboration efforts between multiple SMEs, but then again this brings back the initially stated issues. To address these problems, this paper proposes a collaborative negotiation system that automates the

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Vorobyov, Yuriy, Igor Shostak, Svetlana Kryvova, and Alexander Zubanyov. "DEVELOPMENT OF ONTOLOGICAL DECISION MAKING SYSTEM OF THE NEGOTIATION PROCESS ON COOPERATION PRODUCTION IN AIRCRAFT." Innovative Technologies and Scientific Solutions for Industries, no. 3 (17) (October 20, 2021): 5–12. http://dx.doi.org/10.30837/itssi.2021.17.005.

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Subject matter: means of information support for the negotiation process on the organization of cooperative production of aircraft. Goal: an outline of the process of developing effective means of information support for negotiations on cooperative production, which will provide financial savings, firstly, by reducing the negotiation time, and secondly, is reducing the likelihood of making irrational decisions that can lead to additional costs during project implementation. Tasks: Increase the efficiency of the negotiation process on the organization of cooperative production by creating a pro

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Carbonneau, Réal A., Rustam Vahidov, and Gregory E. Kersten. "Quantitative Concession Behavior Analysis and Prediction for Decision Support in Electronic Negotiations." International Journal of Decision Support System Technology 6, no. 4 (2014): 16–30. http://dx.doi.org/10.4018/ijdsst.2014100102.

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Quantitative analysis of negotiation concession behavior is performed based on empirical data with the purpose of providing simple and intuitive decision support in electronic negotiations. Previous work on non-linear concave preferences and subsequent concession crossover provides a theoretical basis for the model. The authors propose a model which quantifies the remaining concession potential for each issue and a generalization of the model which permits the memory/decay of past concessions. These models permit the analysis of negotiators' concession behavior. Using the proposed models, it w

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Piedrahita Vargas, Camilo. "La negociabilidad de los derechos laborales: un análisis económico." Ecos de Economía 16, no. 34 (2012): 7–27. http://dx.doi.org/10.17230/ecos.2012.34.1.

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This paper shows the results of the applied research titled "Negotiating labor rights: an economic analysis", which analyzes the legal regulation on individual labor rights negotiation in Colombia from the viewpoint of basic economic principles (Economic Analysis of Law), in order to identify the inefficiencies caused by the prohibition of this type of negotiations. After introducing the discipline of the Economic Analysis of Law, this article specifically analyzes the main legal principles that support the prohibition of individual negotiations which summed to the economic characteristics of

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Bjola, Corneliu. "Negotiation Breakthrough Analysis: The Case of Climate Negotiations." International Negotiation 19, no. 1 (2014): 127–53. http://dx.doi.org/10.1163/15718069-12341272.

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AbstractThe article addresses an important gap in the literature on climate negotiations, namely, the question of breakthroughs: what exactly counts as breakthroughs in climate negotiations, how do you measure them empirically, and what practical implications do they have for the negotiation process? To address these questions, the article draws on market trading theory and develops a framework of negotiation breakthrough analysis for defining, recognizing and measuring negotiation breakthroughs. The article argues that breakthroughs in climate negotiations occur when the outcomes breach the r

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Guo, Xiaojia, and John Lim. "Negotiation support systems and team negotiations: The coalition formation perspective." Information and Software Technology 49, no. 11-12 (2007): 1121–27. http://dx.doi.org/10.1016/j.infsof.2006.11.006.

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Agrawal, Manish, and Kaushal Chari. "Negotiation Behaviors in Agent-Based Negotiation Support Systems." International Journal of Intelligent Information Technologies 5, no. 1 (2009): 1–23. http://dx.doi.org/10.4018/jiit.2009010101.

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Kersten, Gregory E., and Hsiangchu Lai. "Negotiation Support and E-negotiation Systems: An Overview." Group Decision and Negotiation 16, no. 6 (2007): 553–86. http://dx.doi.org/10.1007/s10726-007-9095-5.

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Nathalie Patience, Medjo II. "THE CAMEROONIAN SUPPORT STRUCTURES FOR THE NEGOTIATION OF THE ECONOMIC PARTNERSHIP AGREEMENT BETWEEN CAMEROON AND THE EUROPEAN UNION. 2003- 2018." Analele Universităţii din Craiova seria Istorie 28, no. 1 (2023): 109–22. http://dx.doi.org/10.52846/aucsi.2023.1.08.

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This article questions the effectiveness of Cameroonian support structures for the negotiation of the Economic Partnership Agreement between Cameroon and the European Union. It follows from this questioning that with regard to the content of the Cameroon-European Union EPA that these structures have been ineffective for Cameroon because of their weak negotiating power vis-à-vis the powerful countries of the European Union. In addition, it highlights the servile postures of Africa in general and Cameroon in particular in the negotiations of multilateral agreements with the European Union.

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Morard, Sébastien E. "Liberalizing Trade in Environmental Services to Support Environmental Goals." Journal of World Trade 59, Issue 1 (2025): 77–100. https://doi.org/10.54648/trad2025004.

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Despite a strong environmental and economic case for facilitating trade in services that serve an environmental purpose, and despite support by influential WTO members, past attempts to negotiate a liberalization of environmental services in a multilateral context have failed. Trade in services related to the environment can contribute to resource efficiency, to spreading technologies for the green transition, to the uptake and investment in environmental goods, and to low carbon development paths. We review the history of negotiations and identify the main problems faced by negotiators: an un

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Broekens, Joost, Catholijn M. Jonker, and John-Jules Ch Meyer. "Affective negotiation support systems." Journal of Ambient Intelligence and Smart Environments 2, no. 2 (2010): 121–44. http://dx.doi.org/10.3233/ais-2010-0065.

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Kaklauskas, Artūras, and Vita Urbanavičienė. "INTELCITY AND MULTIPLE CRITERIA WEB-BASED NEGOTIATION DECISION SUPPORT SYSTEM FOR REAL ESTATE." Technological and Economic Development of Economy 11, no. 3 (2005): 183–89. http://dx.doi.org/10.3846/13928619.2005.9637697.

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The authors of this paper together with the other VGTU scientists participate in the international project INTELCITIES and present Multiple Criteria Web‐Based Negotiation Decision Support System for Real Estate (NDSSRE). INTELCITIES project is a research and development project that aims to pool advanced knowledge and experience of e‐government, planing systems and citizen participation. NDSS‐RE includes a decision support tool based on the methods of alternative generation and multiple criteria analysis that enable negotiating parties to evaluate their systems of preferences and recognize opp

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Pinto, Tiago, Mohammad Fotouhi Ghazvini, Joao Soares, et al. "Decision Support for Negotiations among Microgrids Using a Multiagent Architecture." Energies 11, no. 10 (2018): 2526. http://dx.doi.org/10.3390/en11102526.

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This paper presents a decision support model for negotiation portfolio optimization considering the participation of players in local markets (at the microgrid level) and in external markets, namely in regional markets, wholesale negotiations and negotiations of bilateral agreements. A local internal market model for microgrids is defined, and the connection between interconnected microgrids is based on nodal pricing to enable negotiations between nearby microgrids. The market environment considering the local market setting and the interaction between integrated microgrids is modeled using a

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da Conceição-Heldt, Eugénia. "The Clash of Negotiations: The Impact of Outside Options on Multilateral Trade Negotiations." International Negotiation 18, no. 1 (2013): 111–30. http://dx.doi.org/10.1163/15718069-12341247.

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Abstract While the number of preferential trade agreements (PTA) has increased rapidly in recent years, the Doha round of multilateral trade negotiations has been deadlocked since 2006. Most PTAs were even concluded after the start of the Doha round. Does the shift to PTAs “marginalize” the multilateral system? And is there a clash between preferential and multilateral trade liberalization? To answer these questions, we build upon negotiation analysis literature, arguing that the proliferation of PTAs draws negotiating capacity away from the multilateral level and thus reduces the incentives t

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Filipowicz-Chomko, Marzena, Rafał Mierzwiak, Marcin Nowak, Ewa Roszkowska, and Tomasz Wachowicz. "Reducing Cognitive Effort in Scoring Negotiation Space Using the Fuzzy Clustering Model." Entropy 23, no. 6 (2021): 752. http://dx.doi.org/10.3390/e23060752.

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Negotiation scoring systems are fundamental tools used in negotiation support to facilitate parties searching for negotiation agreement and analyzing its efficiency and fairness. Such a scoring system is obtained in prenegotiation by implementing selected multiple criteria decision-aiding methods to elicit the negotiator’s preferences precisely and ensure that the support is reliable. However, the methods classically used in the preference elicitation require much cognitive effort from the negotiators, and hence, do not prevent them from using heuristics and making simple errors that result in

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Adi Maulana Rachman, Okto Irianto, and Elly Noer. "Pelatihan Peningkatan Kapasitas Sumber Daya Manusia Dalam Negosiasi Binsis UMKM di Lingkungan Provinsi Papua Selatan." JURNAL PENGABDIAN MASYARAKAT AKADEMISI 3, no. 1 (2024): 01–05. https://doi.org/10.59024/jpma.v3i1.1010.

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Increasing human resource capacity in business negotiations is one of the strategic efforts to empower the Papuan people. This article is the result of implementing business negotiation training designed by the South Papua Provincial Government, Small and Medium Enterprises Cooperatives, Industry and Trade Service for involving academics from Musamus University the indigenous Papuan community in South Papua Province. The aim of the activity is to improve business negotiation skills to support the sustainability of small and medium enterprises (SMEs) managed by local communities. Training metho

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Nepomuceno, Thyago Celso Cavalcante, Jadielson Alves de Moura, and Ana Paula Cabral Seixas Costa. "Modeling sequential bargains and personalities in democratic deliberation systems." Kybernetes 47, no. 10 (2018): 1906–23. http://dx.doi.org/10.1108/k-03-2018-0144.

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PurposeThis paper aims to introduce a negotiation support system (NSS) with a theoretical modeling that considers the aspects of human personality and negotiator’s behavior to assist the decision-making of public managers and stakeholders in democratic bargaining processes and support social-efficient outcomes.Design/methodology/approachA game theoretical modeling of public participatory negotiations characterized by complete and perfect information is explored with the inclusion of personality aspects and negotiation styles. The importance of the negotiation knowledge disclosure in the sequen

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J.Rodriguez-Fernandez, Pinto T., Silva F., Praça I., Vale Z., and Corchado J.M. "Context aware Q-Learning-based model for decision support in the negotiation of energy contracts." International Journal of Electrical Power & Energy Systems 104 (July 25, 2018): 489–501. https://doi.org/10.1016/j.ijepes.2018.06.050.

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Automated negotiation plays a crucial role in the decision support for bilateral energy transactions. In fact, an adequate analysis of past actions of opposing negotiators can improve the decision-making process of market players, allowing them to choose the most appropriate parties to negotiate with in order to increase their outcomes. This paper proposes a new model to estimate the expected prices that can be achieved in bilateral contracts under a specific context, enabling adequate risk management in the negotiation process. The proposed approach is based on an adaptation of the Q-Learning

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Grindsted, Anette. "Negociación y el manejo de riesgos." HERMES - Journal of Language and Communication in Business 21, no. 41 (2017): 125. http://dx.doi.org/10.7146/hjlcb.v21i41.96817.

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The article defends the position that it is the construction of interpersonal relations that determines the zone of possible agreements in a negotiation rather than ‘economic’ considerations. It is assumed that negotiation is a communicative activity that implies risk and that to be able to initiate negotiations it is a precondition that a certain degree of trust has been established between the parties. Two different ways of conceptualizing trust are described, and two e-mail negotiations that give empirical support to these conceptualizations are analyzed. One reaches a dead-lock, the other

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Kersten, Gregory, Rudolf Vetschera, and Sabine Koeszegi. "National Cultural Differences in the Use and Perception of Internet-based NSS: Does High or Low Context Matter?" International Negotiation 9, no. 1 (2004): 79–109. http://dx.doi.org/10.1163/1571806041262070.

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AbstractIn this article, we apply an extended technology acceptance model (TAM) to explore whether national culture influences a user's perception and use of Internet-based negotiation support systems (NSS). In particular, we are interested in whether different preferences for communication patterns, as we find them for low-context and high-context cultures, influence the use and perception of different NSS support tools. The Web-based system Inspire, which provided data for our analysis has been used by over 2000 entities worldwide in experimental negotiations. Our results show that, based on

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Guggenbühl, Alain. "The Culture of Negotiation in the European Union: Reviewing Trends and Predicting Patterns of Multilateral Decision-Making." Hague Journal of Diplomacy 8, no. 1 (2013): 21–47. http://dx.doi.org/10.1163/1871191x-12341243.

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Summary This article looks into the formal and informal facets of inter-state deliberation and negotiation among the 27 member states of the European Union. Its aim is twofold: on one hand to capture and consolidate the view of the ‘Brussels’ inter-state negotiation routine; on the other, to anticipate the evolution of the negotiation modes among member states in their daily collective decision-making. The article reviews some of the essential trends and occurrences that feature the multilateral processes of negotiation in the Council of the EU. With the support of negotiation literature, it d

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Druckman, Daniel. "Statistical analysis for negotiation support." Theory and Decision 34, no. 3 (1993): 215–33. http://dx.doi.org/10.1007/bf01075190.

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Wachowicz, Tomasz, and Paweł Błaszczyk. "TOPSIS Based Approach to Scoring Negotiating Offers in Negotiation Support Systems." Group Decision and Negotiation 22, no. 6 (2012): 1021–50. http://dx.doi.org/10.1007/s10726-012-9299-1.

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Crump, Larry. "Competitively-Linked and Non-Competitively-Linked Negotiations: Bilateral Trade Policy Negotiations in Australia, Singapore and the United States." International Negotiation 11, no. 3 (2006): 431–66. http://dx.doi.org/10.1163/157180606779155219.

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AbstractIt is unusual to find a negotiation not linked to at least one other negotiation. In some domains, such as international trade policy, we can identify negotiation networks with parties simultaneously involved in negotiations in global, multilateral, regional, and bilateral trade policy settings. A single party (i.e., a national government) will manage similar issues in all four settings and also manage these same issues with multiple parties in a single setting. International trade policy is one of many "linkage-rich" environments.This study examines the relationship between two discre

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Badidi, Elarbi, and Mohamed El Koutbi. "Towards Automated SLA Management for Service Delivery in SOA-based Environments." International Journal of Adaptive, Resilient and Autonomic Systems 7, no. 1 (2016): 26–40. http://dx.doi.org/10.4018/ijaras.2016010102.

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The services landscape is changing with the growing adoption by businesses of the Service Oriented Architecture (SOA), the migration of business solutions to the cloud, and the proliferation of smartphones and Internet-enabled handheld devices to consume services. To meet their business goals, organizations increasingly demand services, which can satisfy their functional and non-functional requirements. Service Level Agreements (SLAs) are seen as the means to guarantee the continuity in service provisioning and required levels of service. In this paper, we propose a framework for service provi

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Urbanavičienė, Vita, Artūras Kaklauskas, Edmundas K. Zavadskas, and Mark Seniut. "THE WEB–BASED REAL ESTATE MULTIPLE CRITERIA NEGOTIATION DECISION SUPPORT SYSTEM: A NEW GENERATION OF DECISION SUPPORT SYSTEMS." International Journal of Strategic Property Management 13, no. 3 (2009): 267–86. http://dx.doi.org/10.3846/1648-715x.2009.13.267-286.

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The negotiations are an inseparable part of the real estate buying and selling process. Currently real estate are characterized by the intensive creation and use of information, knowledge and automation (software, knowledge and decision support systems, neural networks, etc.) applications. It is commonly agreed that a better integration of information, knowledge and automation applications, as well use of voice stress analysis (one of biometric technologies) might be an efficient mean for decision making in real estate negotiations. Voice stress analysis can help the negotiators to distinguish

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Kilgour, D. Marc, Liping Fang, and Keith W. Hipel. "Negotiation support using the Decision Support System GMCR." Group Decision and Negotiation 5, no. 4-6 (1996): 371–83. http://dx.doi.org/10.1007/bf02404641.

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Alves de Moura, Jadielson, and Ana Paula Cabral Seixas Costa. "Personality Traits and Negotiation Style Effects on Negotiators' Perceptions in a Web-Based Negotiation." Journal of Organizational and End User Computing 30, no. 2 (2018): 1–19. http://dx.doi.org/10.4018/joeuc.2018040101.

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This article investigates the relationship between the prior knowledge of someone's personality traits and negotiation styles in negotiations supported by web-based negotiation support system (NSS) and the negotiator's perception of the usefulness of NSS, ease of use of communication mechanisms, and outcome satisfaction. A distributive negotiation problem between dyads was proposed for participants. The dyadic analyses were performed using the actor-partner interdependence model. As a result, the analyses found significant effects of prior knowledge of information about personality traits and

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Alemanno, Alberto. "What the TTIP Leaks Mean for the On–going Negotiations and Future Agreement?" European Journal of Risk Regulation 7, no. 2 (2016): 237–41. http://dx.doi.org/10.1017/s1867299x00005602.

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On 1May 2016,GreenpeaceNetherlands released 248 pages of TTIP negotiating texts stemming from previous negotiating rounds. Although it is not the first (and will not be the last) leak since the inception of the negotiation in 2013, this is the first to reveal the US negotiating position regarding 13 out of the 24 TTIP chapters.As such, the TTIP leaks provide an unprecedented opportunity to not only analyse the contrasting positions of the EU and US on several issues in the ongoing negotiations, but also to test the veracity of the competing narratives devised by opponents and proponents of the

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DAVIS, CHRISTINA L. "International Institutions and Issue Linkage: Building Support for Agricultural Trade Liberalization." American Political Science Review 98, no. 1 (2004): 153–69. http://dx.doi.org/10.1017/s0003055404001066.

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This article explains how the institutional context of international negotiations influences their outcomes. I argue that issue linkage counteracts domestic obstacles to liberalization by broadening the negotiation stakes. Institutions bolster the credibility of the linkage to make it more effective. I test the argument in the agricultural sector, which has been among the most difficult sectors for governments to liberalize. Statistical analysis of U.S. negotiations with Japan and the EU from 1970 to 1999 indicates that an institutionalized linkage between agricultural and industrial issues en

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Sriyanto, S., Indri Murniawaty, and Tri Na'imah. "Negotiation Competencies Based on Assertiveness and Self Efficacy for Vocational High School Students." Dinamika Pendidikan 14, no. 1 (2019): 116–26. http://dx.doi.org/10.15294/dp.v14i1.18420.

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This study aims to determine the association of assertiveness, self efficacy with the competency of negotiations for students. The study was conducted in State Vocational School 1 Bawang Banjarnegara involving 132 samples in Study Program of Online Marketing Business. Sampling technique was stratified random sampling, and data collection technique used questionnaire instruments. Data were analyzed through correlation technique data of product moment. Based on hypothesis testing, results can be obtained that assertiveness had a positive relationship with negotiation competencies. Similarly, sel

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SHAIKH, SHAZIB E., and NIKOLAY MEHANDJIEV. "GENERAL STRATEGY SUPPORT IN SOFT E-BUSINESS PROCESS NEGOTIATION." International Journal of Cooperative Information Systems 19, no. 03n04 (2010): 121–57. http://dx.doi.org/10.1142/s0218843010002127.

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If the purpose of a commercial negotiation is composition of business-to-business e-commerce processes (e-business processes), do any unique decision-support demands arise when using an electronic negotiation (e-negotiation) system? What is the answer when human-driven e-business process negotiation (eBPN), specifically, becomes a necessity? Workflow research already specifies certain tools that allow collaborative design of workflow models by multiple parties. But this paper goes beyond this to describe how peculiar decision-support demands also arise for the negotiation of the other, more "g

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Khalilova, L. A. "Psychological support an effective negotiation process." Science, Education, Society 4, no. 2 (2015): 178–90. http://dx.doi.org/10.17117/no.2015.02.178.

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