Overview
Negotiation is conceptualized
as a means through which two or more purposive actors arrive
at specific settlements or outcomes under conditions of strategic
interaction or interdependent decision making. Left unsupported,
negotiating parties often fail to reach the maximum joint
outcome that is possibly attainable. As well, the negotiated
outcomes may not be fair (from the perspective of the Nash
solution) for the parties involved. Prescriptive theories
such as game theory, and economic and political models of
negotiation exist which attempt to maximize the payoffs for
one or more parties by relying mainly on the strategies of
the bargainers. Nevertheless, rationality assumption of the
prescriptive approach necessary for effectively forming and
carrying out the strategies cannot always be met due to limitations
of the human information-processing system. Computer support
for negotiation entails facilitating electronic communication
among the parties involved, and providing decision models
to aid in requirement analysis as well as strategic analysis.
These systems are labeled as Negotiation Support Systems (NSS).
Area of Focus
Despite the importance and prevalence
of negotiation within and across organizational settings,
research into the use of NSS is relatively novel. Based on
both quantitative and qualitative theories available in the
negotiation and related literature, the current research efforts
include development of NSS as well as empirically work (impact
and adoption studies).
Sample Publications
-
Lim, J.L.H. "Multi-Stage Negotiation
Support: A Conceptual Framework," Information and
Software Technology, 1999, Volume 41, Number 5, pp. 249-255.
-
Lim, L.H., Gan, B. and Wei, K.K. "An
Integrated Model on the Adoption of Internet for Commercial
Purposes," Proceedings of the Thirty-First Annual
Hawaii International Conference on System Sciences, 1998,
Volume 1, pp. 403-412.
- Lim, L.H. "Providing Inter- and Intra-Phase Negotiation
Support: An Overview of the CABINS System and Some Empirical
Results," Proceedings of the Eighth Annual International
Conference of the Information Resources Management Association,
1997.
- Lim, L.H. "Toward Globalization / Regionalization:
The Intergroup Dimension of Meetings Technology," Proceedings
of the First Asia-Pacific DSI Conference, 1996.
- Lim, L.H. and Benbasat, I. "A Theoretical Perspective
of Negotiation Support Systems," Journal of Management
Information Systems, 1993, Volume 9, Number 3, pp. 27-44.
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