This paper introduces cognitive negotiation support which is based on the restructurable modeling approach. Cognitive support systems allow for the integration of qualitative and quantitative representations, support basic approaches to decision making, and provide descriptions of alternative realities. The development of representations and the process of their modifications are illustrated with Canada-U.S. Softwood Lumber Negotiations. Several experiments were conducted to show the flexibility and expressive power of restructurable modeling and its computer implementation, the Negoplan system. The approach allows for the stability analysis of alternative proposals and use of different prescriptive methods and descriptive models for a more comprehensive simulation and analysis of negotiation processes.
Index Terms:
negotiation support systems; decision support systems; wood processing; group decision support systems; groupware; negotiation process analysis; Softwood Lumber Negotiations; cognitive negotiation support; restructurable modeling approach; cognitive support systems; quantitative representations; qualitative representations; decision making; computer implementation; Negoplan system; stability analysis; prescriptive methods; descriptive models; negotiation process simulation
Citation:
G.E. Kersten, "Simulation and analysis of negotiation processes: the case of Softwood Lumber Negotiations," hicss, pp.252, 28th Hawaii International Conference on System Sciences, 1995