Affective negotiation support systems

Negotiation is a process in which two or more parties aim to reach a joint agreement. As such negotiation involves rational decision making about options and issues. However, negotiation also involves social interaction and dilemmas as well as personal preferences and opinions. Negotiation is a multifaceted process in which affect plays a critical role, a role confirmed in recent empirical studies. In this position paper we first argue that affect is an important issue to consider when developing a negotiation support system. We do so by giving a strategic overview of some of the most important findings in the affect-cognition and affect-negotiation literature. Second, we show in a structured manner during which phases in the negotiation process what emotion-related concepts play a major role, as well as discuss more concrete affect-related support functions an affective negotiation support system could offer. Third, we analyze the feasibility of these functions by reviewing currently ...

• Type: Journal
• Year: 2010
• Where: JAISE
• Authors: Joost Broekens, Catholijn M. Jonker, John-Jules Ch. Meyer
• Keywords: Affective Negotiation Support, Algorithms, JAISE 2010, Negotiation, Negotiation Support