Bendahan, Samuel and Camponovo, Giovanni Battista Mario and Pigneur, Yves and Monzani, Jean Sebastien (2005) Negotiation in Technology Landscapes: an Actor-Issue Analysis. Journal of Management Information Systems, 21 (4). pp. 137-172. ISSN 0742-1222
Full text not available from this repository.Abstract
In large-scale negotiation problems and in assessments of complex and uncertain environments, it is vital to analyze the different stakeholders involved and to evaluate their positions in the negotiations. This article extends a model, which merges previous multi-issue and actor-focused methods, based on power relationships between stakeholders and their ability to bargain in order to increase their utility. The model has already used for assessing a public WLAN landscape. The article emphasizes the dynamic application of the model we developed for experimenting the negotiation evolution, shifting positions on some issues, and exchanging positions between actors. We also claim that such forecasting analyses of negotiation landscapes can be significantly improved using more appropriate visualization support. We propose new visualization tools for analyzing negotiation outcomes, representing negotiation landscapes, and applying what-if simulations, using passive influence, expected outcome and dissatisfaction, power distribution, proximity, and negotiation maps.
| Item Type: | Scientific journal article, Newspaper article or Magazine article |
|---|---|
| Subjects: | Business and administrative studies |
| Department/unit: | Dipartimento economia aziendale, sanità e sociale > Centro competenze management e imprenditorialità |
| Depositing User: | Giovanni Battista Mario Camponovo |
| Date Deposited: | 09 Feb 2015 06:40 |
| Last Modified: | 14 Sep 2023 17:00 |
| URI: | http://repository.supsi.ch/id/eprint/6091 |
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