Collective memory support in negotiation: a theoretical framework

Author

Paul, Souren

Author_Institution

Coll. of Bus. Adm., Southern Illinois Univ., Carbondale, IL, USA

fYear

2001

fDate

6-6 Jan. 2001

Abstract

Negotiation analysis is complex. It may involve multiple issues of dispute, rules of negotiation, negotiators´ strategies, interventions by third party, negotiators´ cognitions, beliefs, preferences and attitude towards risks. Negotiators may have limited attention, limited capacity to store and retrieve memory information and limited capacity to process information. As a result they rely on heuristics or schemas and fail to generate optimal outcomes in negotiation. An approach to overcome cognitive limitation in negotiation is to provide additional support to store and retrieve memory information. This paper reiterates the conceptual framework of a computer supported negotiation memory support system (NMSS) and proposes a theoretical model of the influence of NMSS on negotiation outcome.

Keywords

negotiation support systems; NMSS; cognitive limitation; collective memory support; heuristics; memory information retrieval; memory information storage; negotiation memory support system; negotiator beliefs; negotiator cognitions; negotiator strategies; preferences; risk attitude; third-party interventions; Cognition; Contracts; Decision support systems; Educational institutions; Industrial relations; Information processing; Information retrieval; Information systems; Problem-solving;

fLanguage

English

Publisher

ieee

Conference_Titel

System Sciences, 2001. Proceedings of the 34th Annual Hawaii International Conference on

Conference_Location

Maui, HI, USA

Print_ISBN

0-7695-0981-9

Type

conf

DOI

10.1109/HICSS.2001.926223

Filename

926223