With negotiation being an often difficult process involving complex problems, computer-based support has been employed in its various phases and tasks. This article provides a historical overview of software used to support negotiations, aid negotiators, and automate one or more negotiation activities. First, it presents several system classifications, including implemented models, system architectures, and configurations of various systems interacting with human negotiators. Then, it focuses on NSSs (negotiation support systems) and related systems introduced in the early 1980s and on ENSs (e-negotiation systems), which are deployed on the web. These broad categories are discussed from four perspectives: real-life applications, systems used in research and training, research results, and research frameworks.

https://link.springer.com/content/pdf/10.1007%2Fs10726-007-9095-5.pdf

Negotiation Support and E-negotiation Systems: An Overview

One of the most frustrating things about a negotiation is that each party has private information that is central to a sound agreement, but it can at the same time be folly for either party to share that information directly with the other party. A simple example is a sales transaction. The seller should not start by telling his prospect the lowest price he is prepared to accept, nor should the buyer start by telling the seller the highest price he is prepared to pay. Clearly, if there is, in fact, room for a deal, whoever first conveys this information is conceding the entire room to the other party.

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