Integrating Communication Support and Decision Support
for Effective Negotiation Support Systems
Mareike Schoop, Frank Köhne, Dirk StaskiewiczRWTH Aachen and University of Hohenheim
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Agenda
2. Two Worlds of Thought
3. Integrating Communication and Decision Support
1. Introduction
4. Conclusion
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2. Two Worlds of Thought
3. Integrating Communication and Decision Support
1. Introduction
4. Conclusion
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1. Introduction
o An electronic negotiation is restricted by at least one rule that affects the decision-making or communication process, if this rule is enforced by the electronic medium supporting the negotiation, and if this support covers the execution of at least one decision-making or communication task.
[Ströbel and Weinhardt, 2003]
o Introduction of an NSS is organisational acto reduce uncertainty and complexity of human decisionso achieve performance goals
o Different forms of negotiation support
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Portfolio of Negotiation Support Technology
CommunicationServices
Security Services
DecisionSupport
Argumentation Support
Document Management
Contract Structuring
Mediation &Facilitation
Comm.- Process Structuring
Data Integration
ConsistencyChecks
Optimization approaches
Negotiation Automation
3
2
1
0
Level Relies on
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1. Introduction
4. Conclusion
2. Two Worlds of Thought
3. Integrating Communication and Decision Support
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Two Schools of Thought
Communication Perspective
Decision Support Perspective
Effective Negotiation Support
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Communication Perspective on Electronic Negotiations
o Negotiations are communication processeso Negotiation support = communication support
o Exampleso Intentionso Negotiation protocolo Classification of communication actso Visualisation of communicative exchangeso Argumentation support
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Assessment
o Advantageso Focus on negotiation processo Analyse procedural, social, communicative contexto Take into account interpersonal/interorganisational
aspects of negotiation
o Disadvantageso Quantitative measure is missingo Performance is not measuredo Only one part of negotiation process is considered
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Decision Support Perspective on Electronic Negotiations
o Negotiations are processes of offer exchanges and decision making
o Negotiation support = decision support
o Exampleso Preference elicitationo Utility functionso Performance measureso Visualisation of rating of negotiation stepso Post-negotiation assessmento Strategy support
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Assessment
o Advantageso Focus on performanceo Quantitative measureo Tool support
o Disadvantageso Focus on rational aspectso Disregard social contractso Only one part of negotiation process is considered
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1. Introduction
2. Two Worlds of Thought
3. Integrating Communication and Decision Support
4. Conclusion
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Negoisst
o Aim: Support complex negotiations between human negotiators
o Negoisst integrates three types of supporto Semi-structured message exchangeo Document exchangeo Decision support
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Message Exchange
Intentions through message types
Semantic enrichment for message content
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Document Management
Link to message of value specificationExplicit obligation
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Decision Support
Satisfaction level of valuesPreferences of attributes
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Decision Support
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Integrating Decision and Communication Support
Utility value of message (request)
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Integrating Decision and Communication Support
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Empirical Experiments
o Decision support functionality and communication structuring in NSSs positively contribute to the user expectancy of effort and performance.
o Settingo 87 studentso 1 week of negotiationo Test of 2 features of Negoisst
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The Case
Attribute group Attributes mentioned in the case
I. Payment Price, time and possible splitting of payment,
management of exemptions,
a new recompensation ruleII. Ticket Entrainment of bicycles in trains and busses,
possible extension of the validity areaIII. General Term of the new contract
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Empirical Results
o Group with DSS used fewer messages (less effort) and performed better than group without DSS
o Communication structuring was perceived to be most useful
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Comments
o “You can quickly see due to which reasons certain points where negotiated that way – in general I also like the presentation of the utility ratings.”
o “I most liked the integration of contract points and the message, you knew immediately which points where currently being negotiated and you didn’t have to search.”
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2. Two Worlds of Thought
3. Integrating Communication and Decision Support
4. Conclusion
1. Introduction
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Conclusions and future work
o Communication perspective on e-negotiationso qualitative measure procedural, social, communicative
contexto Decision support for e-negotiations
o performance measureo Need for integration o Integrated approach implemented in Negoisst
o Future worko development of integrated efficiency measure
