An Integrated Decision and Communication Perspective on Electronic Negotiation Support Systems: Challenges and Solutions

Publication Type

Journal contribution

Authors

Mareike Schoop, Frank Köhne, Dirk Staskiewicz

Year of publication

2004

Published in

Journal of Decision Systems

Band/Volume

Vol. 13/4

Page (from - to)

375-398

Negotiation is an iterative communication and decision process. The aim of system support for electronic negotiations has led to a number of research approaches. An analysis of important existing approaches has shown two different predominant theoretical foundations. While the most prominent perspective is that on decision support, communication support has recently received more attention. In this paper, we will argue that the support of negotiation as a communication and decision process requires an integrated decision and communication perspective. Furthermore, we will present an integrated framework for negotiation support and exemplify the integration by introducing the negotiation support system Negoisst that implements an integrative approach.