Please use this identifier to cite or link to this item: https://doi.org/10.1109/HICSS.2009.485
Title: Unlocking the integrative potential of multiparty negotiation through the excluded player: The role of negotiation support systems from a coalition perspective
Authors: Guo, X. 
Lim, J. 
Issue Date: 2009
Source: Guo, X.,Lim, J. (2009). Unlocking the integrative potential of multiparty negotiation through the excluded player: The role of negotiation support systems from a coalition perspective. Proceedings of the 42nd Annual Hawaii International Conference on System Sciences, HICSS. ScholarBank@NUS Repository. https://doi.org/10.1109/HICSS.2009.485
Abstract: This paper investigates the potential role of negotiation support systems (NSS) in supporting multiparty negotiations. Multiparty negotiation is much more complex than dyadic negotiation and warrants separate investigation. Coalition is widely acknowledged as a central aspect of this complexity. It is noted that coalition research and negotiation research are but distinct streams. Generally speaking, coalition research largely addresses issues of distributive nature whereas negotiation research emphasizes on the integrative aspect. This paper is an attempt to examine coalition dynamics in negotiations of integrative potential. Our analysis shows that the minority, also referred to as the "excluded player", may hold the key to unlocking the integrative potential. It is therefore crucial for the NSS to cater to the cognitive needs of the excluded player. This paper outlines the necessary components, put together in a theoretical framework. Major propositions are discussed, with implications relating to both theoretical and practical aspects. © 2009 IEEE.
Source Title: Proceedings of the 42nd Annual Hawaii International Conference on System Sciences, HICSS
URI: http://scholarbank.nus.edu.sg/handle/10635/42713
ISBN: 9780769534503
DOI: 10.1109/HICSS.2009.485
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