Unlocking the integrative potential of multiparty negotiation through the excluded player: The role of negotiation support systems from a coalition perspective

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.