Reference Desk

Following is the list of negotiation bibliographies of InterNeg group members.This list covers a wide range of topics in negotiation. Our external link has other Negotiation Bibliographies which are mainly from web.

Negotiation Bibliography

Management, Perspectives, Reviews,

Comparisons, Analysis

International and Cross-Cultural Negotiations

Power, Fairness, ...

Applications

Trade Union and Professional Negotiations

Simulation and Experimental Studies

Formal Methods and Models

Computer-based Tools and Aids

AI and Negotiations

Engineering

Management, Perspectives, Reviews,

  1. Aaron, M. C. (1995). "The Value of Decision-analysis in Mediation Practice", Negotiation Journal 11(2): 123 - 133.
  2. Beckmann, N.W. (1977) Negotiations. Lexington, DC: Heath.
  3. Brett, J. F. (1996). "Alternatives to Having a BATNA in Dyadic Negotiation - the Influence of Goals, Self-efficacy, and Alternatives on Negotiated Outcomes", International Journal of Conflict Management 7(2): 121 - 138.
  4. Doyle, J. R. (1995). "Multiattribute Choice for the Lazy Decision-maker - Let the Alternatives Decide", Organizational Behavior and Human Decision Processes 62(1): 87 - 100.
  5. Druckman, D. ed. (1977) Negotiations. Social-Psychological Perspectives. Beverly Hills: Sage.
  6. Druckman, D. (1995). "Flexibility in Negotiation and Mediation", Annals of the American Academy of Political and Social Science 542: 10 - 23.
  7. Fisher, R. and W. Ury (1983). Getting to Yes Negotiating Agreement Without Giving In. New York, Penguin Books.
  8. Fisher, R., E. Kopelman and A.K. Schneider (1994), Beyond Machiavelli. Tools for Coping with Conflict, Cambridge, MA: Harvard Univ. Press.
  9. Firth, A. (ed.), (1995), The Discourse of Negotiation. Studies of Language in the Workplace, New York: Elsevier.
  10. Harris, K. L. (1996). "Content-Analysis in Negotiation Research - a Review and Guide", Behavior Research Methods Instruments & Computers 28(3): 458 - 467.
  11. Hopmann, P. T. (1995). "2 Paradigms of Negotiation - Bargaining and Problem-Solving", Annals of the American Academy of Political and Social Science 542: 24 - 47.
  12. Kelley, H. H. (1966) "A Classroom Study of the Dillemas in Interpersonal Negotiation." in Strategic Interaction and Conflict D. Archibald, Editor, Univeristy of California Press: Berkeley: 49-73
  13. Kersten, G. E. and Snoronha, S. J. (1997). "Rational Agents, Contract Curves, and Non-Efficient Compromises." IEEE Systems, Man, and Cybernetics (to appear).
  14. Lax, D.A. and J.K. Sebenius (1986), The Manager as Negotiator. Bargaining for Cooperation and Competitive Gain, New York: The Free Press.
  15. Lewicki, R. J. and J. A. Litterer (1985). Negotiation. Homewood, IL, Irwin.
  16. Lewicki, R. J. and J. A. Litterer (1985). Negotiation. Readings, Exercises, and Cases. Homewood, IL, Irwin.
  17. Milter, R. G. (1996). "The Effects of Substantive Task Characteristics on Negotiators Ability to Reach Efficient Agreements", Acta Psychologica 93(1 - 3): 207 - 228.
  18. Neal, M. A. and M. H. Bazerman (1991). Cognition and Rationality in Negotiation. New York, Free Press.
  19. Nicholson, M. (1991). "Negotiation, Agreement and Conflict Resolution: The Role of Rational Approaches and their Criticism." New Directions in Conflict Theory. R. Vayrynen. London, Sage Publications: 57-78.
  20. Nierenberg, G. I. (1973). Fundamentals of Negotiating. New York, Harper and Row.
  21. Pen, J. (1952). "A General Theory of Bargaining." The American Economic Review 17: 24-42.
  22. Polsek, D. (1995). "Negotiations in Science And The Science of Negotiation", Drustvena Istrazivanja 4(1): 23 - 36.
  23. Pruitt, D. G. (1981). Negotiation Behavior. New York, Academic Press.
  24. Pruitt, D. G., P. J. D. Carnevale, et al. "Incentives For Cooperation in Integrative Bargaining." Aspiration Levels in Bargaining and Economic Decision Making. R. Tietz. New York, Springer-Verlag. 213: 22-34.
  25. Raiffa, H. (1982). The Art and Science of Negotiation. Cambridge, MA, Harvard University Press.
  26. Rubin, J. Z. and B. R. Brown (1975). The Social Psychology of Bargaining and Negotiation. New York, Academic Press.
  27. Sebenius, J. K. (1992). "Negotiation Analysis: A Characterization and Review." Management Science 38(1): 18-38.
  28. Shell, G. R. (1995). "Computer-assisted Negotiation and Mediation -Where We Are and Where We Are Going", Negotiation Journal 11(2):117-121.
  29. STJOHN, A. W. (1996). "Toward the Next-generation of Research on Mediation and 3rd-party Intervention", Negotiation Journal 12(3): 271 - 274.
  30. Strauss, A. (1978) Negotiations. Varieties, Context, Processes, and Social Order. San Francisco, CA: Jossey-Bass.
  31. Thompson, L. (1996). "Lose-Lose Agreements in Interdependent Decision-making",Psychological Bulletin 120(3): 396 - 409.
  32. Teich, J. E. (1996). "Identifying Pareto-optimal Settlements for 2-party Resource-Allocation Negotiations", European Journal of Operational Research 93(3): 536 -549.
  33. Ury, W. (1993), Getting Past No. Negotiating your Way from Confrontation to Cooperation, New York: Bantam Books.
  34. Thompson, L. (1996). "Team Negotiation - an Examination of Integrat\ive and Distributive Bargaining",Journal of Personality and Social Psychology 70(1): 66 - 78.
  35. Wagner, J. (1996). "Foreign-language Acquisition Through Interaction - a Critical-review of Research on Conversational Adjustments", Journal of Pragmatics 26(2):215 - 235.
  36. Wall, J.A. (1985), Negotiation: Theory and Practice, Glenview, IL: Scott, Foresman.
  37. Weingart, L. R. (1996). "Knowledge Matters - the Effect of Tactical\ Descriptions on Negotiation Behavior and Outcome", Journal of Personality and SocialPsychology 70(6): 1205 - 1217.

Comparisons, Analysis

  1. Bazerman, M. A. and M. A. Neale (1991). Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Prescriptive Research. Negotiation Analysis. H. P. Young. Ann Arbor, MI, The University of Michigan Press: 109-130.
  2. Darling, T. and J. L. Mumpower (1990). Modeling Cognitive Influences on the Dynamics of Negotiation. Emerging Technologies and Applications. Proc. of HICSS, Los Alamitos, CA, IEEE Computer Society Press.
  3. 14. Donohue, W. A. (1996). "An Empirical-examination of 3 Models of Integrative and Distributive Bargaining", International Journal of Conflict Management 7(3): 209-229.
  4. Druckman, D. (1977). Social-Psychological Approaches to Study of Negotiations. Negotiations: Social-Psychological Perspectives. D. Druckman. Beverly Hills, CA, Sage: 15-44.
  5. Fukushima, O. (1996). "Antecedents and Effects of Multiple Goals in Conflict-resolution",International Journal of Conflict Management 7(3): 191 - 208.
  6. Kersten, G. E. and D. Cray (1995). "Perspectives on Representation and Analysis of Negotiations: Towards Cognitive Support Systems." Group Decision and Negotiation.
  7. Munier, B.R. and M.F. Shakun (ed.) (1988), Compromise, Negotiation and Group Decision, Bostonm MA: Kluwer.
  8. Oliver, R. L. and P. V. Balakrishnan (1994). "Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation." Organizational Behavior and Human Decision Processes 60: 252-274.
  9. Teich, J., H. Wallenius and J. Wallenius (1994), "Advances in Negotiation Science", Transactions on Operational Research, 6, 55-94.
  10. Verkama, M. (1997). "Comment on a Decision-support Approach for Negotiation - Software vs Methodology", European Journal of Operational Research 96(1): 202 - 204.
  11. Watkins, M. (1996). "Analyzing Linked Systems of Negotiations", Negotiation Journal 12(4): 325 - 339.
  12. Hämäläinen, R.P. (ed.), (1995), Special Issue on Dynamic Game Modelling in Bargaining and Environmental Negotiations, Group Decision and Negotiation, 4, (1).

International and Cross-Cultural Negotiations

  1. Adler, N. J. (1993). Do Cultures Vary? Societal Culture and Management. T. D. Weinshall. Berlin, Walter de Gruyter & Co.: 23-46.
  2. Adler, N. J. (1993). Negotiating with Foreigners. Societal Culture and Management. T. D. Weinshall. Berlin, Walter de Gruyter & Co.: 501-535.
  3. Adler, N. J., R. Brahm, et al. (1992). "Strategy Implementation: A Comparison of Face-to-face Negotiations in the People's Republic of China and the United States." Strategic Management Journal 13: 449-466.
  4. Adler, N. J. and J. L. Graham (1989). "Cross-cultural Interaction: The International Comparison Fallacy?"Journal of International Business Studies 20(3): 515-537.
  5. Aiken, M. W., J. S. Martin, et al. (1994). "A Group Decision Support System for Multilingual Groups." Information and Management 26: 155-161.
  6. Andriole, S. J. (1993). "Interactive System Support for International Negotiations." Theory and Decisions 34(3): 313-328.
  7. Druckman, D. (1976). "Cultural Differences in Bargaining Behavior: India, Argentina, and the US." Journal of Conflict Resolution 20: 413-452.
  8. Graham, J. L. (1985). "The Influence of Culture on the Process of Business Negotiations: An Exploratory Study." Journal of International Business Studies: 81-95.
  9. Graham, J. L. (1985). "Cross-cultural Marketing Negotiations: A Laboratory Experiment." Marketing Science: 130-146.
  10. Eliasberg, J., S. Gauvin, G.L. Lilien and A. Rangaswamy (1992), "An Experimental Study of Alternative Preparation Aids for International Negotiations", Group Decision and Negotiations, 1, 243-267.
  11. Gulliver, P. H. (1979). Disputes and Negotiations: A Cross-Cultural Perspective. Orlando, FL, Academic Press.
  12. Kersten, G. E. and Noronha, S. J. (1997). "Supporting International Negotiations with a WWW-based System." (submitted for publication).
  13. Kremenuk, V. A. e. (1991). International Negotiations, Analysis, Approaches, Issues. San Francisco, CA, Jossey-Bass.
  14. Lockhart, C. (1979). Bargaining in International Conflicts. New York, N.Y., Columbia University Press.
  15. Rubin, J. Z. and Sander, F. E. (1991). "Culture, Negotiation, and the Eye of the Beholder." Negotiation Journal: 249-254.
  16. Sayer, J. and H. Guetzkow (1965). Bargaining and Negotiation in International Relations. International Behavior: A Social-psychological Analysis. H. C. Kaleman. New York, Holt, Reinhart and Winston: 464-520.
  17. Spector, B. I., Sjosted, G., and Zartman, I. W., eds (1994). Negotiating International Regimes. Kluwer: London.
  18. Stone, R. (1995). Commercial Negotiations in China, Department of Management, Hong Kong Baptist University.
  19. Tung, R. L. (1988). "Toward A Conceptual Paradigm of International Business Negotiations." Advances in International Comparative Management 3: 203-219.
  20. Walker, G. B. (1990). "Cultural Orientation of Argument in International Disputes: Negotiating the Law of the Sea" in Communicating fo Peace: Diplomacy and Negotiation, F.K.a.S. Ting-Toomey, Editor. Sage: Newbury Park, CA: 96-117.
  21. Young, H.P. (ed.), (1991), Negotiation Analysis, Ann Arbour: Univ. of Michigan Press.
  22. Zartman, I. W. e. (1994). International, Multilateral Negotiations. Approaches to the Management of Complexity. San Francisco, CA, Jossey-Bass.

Power, Fairness, ...

  1. Bacharach, S. and E. Lawler (1986) "Power Dependence and Power Paradoxes in Bargaining", Negotiation Journal. vol. 3, 167-174.
  2. Tietz, R. and O. J. Bartos (1983). Balancing of Aspiration Levels as Fairness Principle in Negotiations. Aspiration Levels n Bargaining and Economic Decision Making. R. Tietz. Berlin, Springer-Verlag.
  3. Young, H. P. (1989). "The Evolution of Bargaining Conventions."

Applications

  1. Binbasioglu, M., Bui and P. C. Ma (1995), "An Action-Resource Language for Argumentation. The Case of Softwood Lumber Negotiation, Proc. of the XXVIII HICSS, Los Alamitos: IEEE Computer Society Press, IV, 262-269.
  2. Holznagel, B. (1986). "Negotiation and Mediation: The Newest Approach to Hazardous Waste Facility Siting." Environmental Affairs 13: 329-.
  3. Hordijk, L. (1991). "Use of the RAINS Model in Acid Rain Negotiation in Europe." Environmental Science Technology 25(4): 596-603.
  4. Kersten, G. E. and W. Michalowski (1989). "A Cooperative Expert System for Negotiation With a Hostage-Taker." International Journal of Expert Systems 2(3/4): 357-376.
  5. Koperczak, Z., G. E. Kersten, et al. (1990). The Negotiation Metaphor and Decision Support for Financial Modelling. Emerging Technologies and Applications. Proceedings of the 23rd Hawaii International Conference on System Sciences, Los Alamitos, CA, IEEE Computer Society Press.
  6. Kraus, S., J. Wilkenfeld, et al. (1992). "The Hostage Crisis Simulation." Simulation and Gaming 23(4): 398-416.
  7. Michalowski, W., G. E. Kersten, et al. (1988). Negotiation with a Terrorist: Can an Expert System Help? Managerial Decision Support Systems. M. G. Singh, K. S. Hindi and D. Salasa. Amsterdam, North-Holland: 193-200.
  8. Rangaswamy, A., J. Eliasberg, et al. (1989). "Developing Marketing Expert Systems: An Application to International Negotiations." Journal of Marketing 53: 24-39.
  9. Roman, E. G. and S. V. Ahamed (1984). An Expert System for Labor-Management Negotiation. Proceedings of the Society for Computer Simulation Conference, Boston, MA.
  10. Teich, J., H. Wallenius, M. Kuula and S. Zionts (1995), "A Decision Support Approach for Negotiation with an Application to Agricultural Income Policy Negotiations", European Journal of Operational Research, 81, 76-87.

Trade Union and Professional Negotiations

  1. Alemi, F., P. Fos, et al. (1990). "A Demonstration of Methods for Studying Negotiations Between Physicians and Health Care Managers." Decision Sciences 21(3): 633-641.
  2. Armstrong, M. P. (1994). "Requirements for the Development of GIS-Based Group Decision-Support Systems." Journal of the American Society for Information Science 45(9): 669-677.

Simulation and Experimental Studies

  1. Chatterjee, K. and G. L. Lilien (1984). "Efficiency of Alternative Bargaining Procedures: An Experimental Study." Journal of Conflict Resolution 28(2): 270-295.
  2. Darling, T. A. and J. L. Mumpower (1992). "Simulating Process and Outcome for Two-party Contract Negotiations." Control and Cybernetics 21(1): 151-184.
  3. Kersten, G. E. (1995). Simulation and Analysis of Negotiation Processes: The Case of Softwood Lumber Negotiations. Proceedings of the 28th Hawaii International Conference on Systems Sciences, Maui, Hawai, Los Alamitos, CA: IEEE Computer Society Press.
  4. Kersten, G. E., L. Badcock, et al. (1990). "Structuring and Simulating Negotiations: An Approach and an Example." Theory and Decision 28(3): 243-273.
  5. Korhonen, P., N. Oretskin, J. Teich and J. Wallenius (1994), "The Impact of a Biased Starting Position in a Single Negotiation Text Type Mediation", Group Decision and Negotiation, 4, No. 4, 357-374.
  6. Zwick, R. and E. Weg (1995). "An Experimental Study of Buyer-Seller Negotiations with Outside Options and Bargaining Costs." Journal of Marketing.
  7. Teich, J., P. Korhonen, et al. (1995). "Multiple Issue Negotiations: A Study of BATNAs and Corresponding Inference Surfaces."

Formal Methods and Models

  1. Angur, M. G. (1996). "A Hybrid Conjoint-Measurement And Bi-Criteria Model For A 2 Group Negotiation Problem", Socio-Economic Planning Sciences 30(3): 195 - 206.
  2. Balakrishnan, P. and J. Eliashberg (1995). "An Analytical Process Model of Two-party Negotiations." Management Science 41(2): 226-243.
  3. Bartos, O. J., R. Tietz, et al. (1983). Toughness and Fairness in Negotiations. Aspiration Levels in Bargaining and Economic Decision Making. R. Tietz. Berlin, Springer-Verlag.
  4. Bonham, G. M. (1993). "Cognitive Mapping: A Tool for Supporting International Negotiators." Theory and Decision 34(3): 255-273.
  5. Chatterjee, K. (1982). "Incentive Compatibility in Bargaining under Uncertainty." The Quarterly Journal of Economics: 717-726.
  6. Cramton, P. C. (1984). "Bargaining with Incomplete Information: An Infinite-Horizon Model with Two-Sided Uncertainty." Review of Economic Studies: 579-593.
  7. Cross, J. G. (1969). The Economics of Bargaining. New York, Basic Books.
  8. Dror, M. (1996). "Bifurcation and Adaptation in Evolutionary Interactive Multiobjective Linear-programming" European Journal of Operational Research 93(3): 602 - 610.
  9. England, J. L. (1973). "Mathematical Models of Two-Party Negotiations." Behavioral Science 18: 189-197.
  10. Fang, L., K. W. Hipel, et al. (1993). Interactive Decision Making. The Graph Model for Conflict Resolution. New York, Wiley.
  11. Fraser, N. M. and K. W. Hipel (1984). Conflict Analysis: Models and Resolutions. New York, N.Y., North-Holland.
  12. Fudenberg, D. and J. Tirole (1983). "Sequential Bargaining with Incomplete Information." Review of Economic Studies: 221-247.
  13. Gupta, S. and Z. A. Livne (1988). "Resolving a Conflict Situation With a Reference Outcome: An Axiomatic Model." Management Sciences.
  14. Heckarton, D. (1980) "A Unified Model for Bargaining and Conflict, Behavioral Science, Vol. 25, 261-284.
  15. Hipel, K. W. and N. M. Fraser (1991). "Cooperation in Conflict Analysis." Applied Mathematics and Computation 43: 181-206.
  16. Huang, J. H. (1996). "A Quantitative Method Used in Negotiation Support Systems", Computers & Industrial Engineering 31(3 -4): 821 - 826.
  17. Ikle, F. C. and N. Leites (1962). "Political Negotiation as a Process o Modifying Utilities." Conflict Resolution 6(1): 19-28.
  18. Kersten, G. E. (1993). "Rule-based Modelling of Negotiation Processes." Theory and Decisions 34(2).
  19. Kersten, G.E., (1985), "An Interactive Procedure for Solving Group Decision Problems." Decision Making with Multiple Objectives, V. Chankong and Y.Y. Haimes, eds., Springer-Verlag, Berlin.
  20. Kersten, G. E., W. Michalowski, et al. (1991). "An Analytic Basis for Decision Support in Negotiations." Naval Logistic Research 38: 743-761.
  21. Kersten, G. E., W. Michalowski, et al. (1988). "Representing the Negotiation Process with a Rule-Based Formalism." Theory and Decision 25(3): 225-257.
  22. Kersten, G. E. and S. J. Noronha (1995). "Rational Agents, Contract Curves, and Non-Efficient Compromises."
  23. Kersten, G. E. and S. Szpakowicz (1991). Restructurable Modelling for Negotiation Processes. Proceedings of IEEE International Conference on Systems, Man and Cybernetics, Charlottesville, VA, Oct. 1991, IEEE SMC.
  24. Kilgour, D. M., L. Fang, et al. (1991). "The Graph Model for Conflicts as a Negotiation Support System." .
  25. Komorita, S. S. (1973). "Concession-Making and Conflict Resolution." Journal of Conflict Resolution 17(4): 745-763.
  26. Korhonen, P. et al. (1986) "An Interactive Approach to Multiple Criteria Optimization with Multiple Decision-Makers", Naval Research Logistics Quarterly, Vol. 33, 589-602.
  27. Nash, J.F. (1954), "The Bargaining Problem", Econometrica, 19, 155-162.
  28. Rao, A. G. and M. F. Shakun (1974). "A Normative Model for Negotiations." Management Science 20(10).
  29. Saraydar, E. (1984). "Modeling the Role of Conflict and Conciliation in Bargaining." Journal of Conflict Resolution 28(3): 420-450.
  30. Shakun, M. F. (1981). "Formalizing Conflict Resolution in Policy Making." International Journal of General Systems 7: 207-215.
  31. Shakun, M. F. (1988). Evolutionary Systems Design: Policy Making Under Complexity and Group Decision Support Systems. Oakland, CA, Holden-Day.
  32. Szidarovszky, F. (1989). "On a General Scheme in the Theory of Conflicts." Applied Mathematics and Computation 34: 29-37.
  33. Szidarovszky, F. and T. D. Zsitvay (1992). "Necessary and Sufficient Conditions for the Existence of Equilibria in General Conflict Models." P.U.M.A. Ser C 3(1-4): 1-8.
  34. Wasfy, A. M. (1996). "Object-oriented Modeling of 2-party Negotiation." Computers & Industrial Engineering 31(1 - 2): 405 - 408.
  35. Wells, J. C. (1996). "New Models of Negotiation, Dispute Resolution, and Joint Problem-solving", Negotiation Journal 12(2): 119 - 138.
  36. Young, O. R. (1975). Strategic Interaction and Bargaining. Bargaining: Formal Theories of Negotiations. O. R. Young. Urbana, IL., University of Illinois Press.
  37. Wierzbicki A. (1983) "Negotiation and mediation in conflicts: the role of mathematical approaches and methods", International Institiute for Applied Systems Analysis, Laxemberg, Austria.

Computer-based Tools and Aids

  1. Anson, R., T. Jelassi and R. Bostrom (1987) "Negotiation Support Systems", Working Paper, School of Business, Indiana University, Bloomington, U.S.A.
  2. Arunachalam, V. and W. N. Dilla (1995). "Judgement Accuracy and Outcomes in Negotiation: A Causal Modeling Analysis of Decision-Aiding Effects." Organizational Behaviour and Human Decision Processes 61(3): 289-304.
  3. Bui, T. (1994). Designing Multiple Criteria Negotiation Support Systems: Frameworks, Issues and Implementation. Tenth International Conference: Expand and Enrich the Domains of Thinking and Applications, Springer-Verlag.
  4. Bui, T. (1994). Evaluating Negotiation Support Systems: A Conceptualization. Twenty-Seventh Annual Hawaii International Conference on Systems Sciences, Hawaii.
  5. Bui, T. (1994). Software Architectures for Negotiator Support: Co-op and Negotiatot. Computer-Assisted Negotiation and Mediation Symposium, Harvard Law School, Cambridge, MA.
  6. Bui, T., M. Jarke, et al. (1989). "Non-Cooperation in Group Decision Support Systems Many Problems and Solutions." SCIMA 18(1-2): 51-63.
  7. Bui, T. and T. Sivasankaran (1991). "Fuzzy Preferences in Bilateral Negotiation Support Systems." IEEE: 687-694.
  8. Bui, T. X. (1985). N.A.I.: A Concensus Seeking Algorithm for Group Decision Support Systems. IEEE Conference on Cybernetics and Society, Atlanta, GA.
  9. Bui, T. X. and M. Jarke (1986). "Communications Design for Co-op: A Group Decision Support System." ACM Transactions on Office Information Systems 4(2): 81-103.
  10. Bui, T. X. and M. F. Shakun (1994). "Negotiation Process, Evolutionary Systems Design and NEGOTIATOR." .
  11. Carmel, E. and B. Herniter (1989). MEDIANSS: Conceptual Design of a System for Negotiation Sessions. Transactions of the 9th International Conference on Decision Support Systems, San Diego, CA.
  12. Carmel, E., B. C. Herniter, et al. (1990). "Contract Negotiations in an Electronic Meeting Room: Two Case Studies."
  13. Clapper, D. L. and E. R. McLean (1990). "Group Decision Support Systems: Towards a Theoretical Framework for Using Information Technology to Support Group Activity."
  14. Clopton, S. W. (1986). "Microcomputer-Based Negotiation Training for Buyers." Journal of Purchasing and Materials Management: 16-23.
  15. DeSanctis, G. B. and B. Gallupe (1987). "A Foundation for the Study of Group Decision Support Systems." Management Science 33(5): 589-609.
  16. Fang, L., K. W. Hipel, et al. (1985). A Decision Support System for Two Player Conflicts. IEEE.
  17. Foroughi, A. and M. T. Jelassi (1990). NSS Solutions to Major Negotiation Stumbling Blocks. Proceedings of the 23rd Hawaii Conference on System Science, Kailua-Kona, Hawaii.
  18. Gauvin, S., G. L. Lilien, et al. (1990). "The Impact of Information and Computer Based Training on Negotiators' Performance." Theory and Decision 28: 331-354.
  19. Holsapple, C. W., H. Lai, et al. (1994). Analysis of Negotiation Support System Research.
  20. Jarke, M. and M. T. Jelassi (1986). View Integration in Negotiation Support Systems. Transactions of the Sixth International Conference on Decision Support Systems, Washington, D.C.
  21. Jarke, M., M. T. Jelassi, et al. (1987). "MEDIATOR: Toward a Negotiation Support System." European Journal of Operational Research 31(3): 314-334.
  22. Jelassi, M. T. and R. A. Beauclair (1987). "An Integrated Framework for Group Decision Support Systems Design." Information and Management 3: 143-153.
  23. Jelassi, M. T. and A. Foroughi (1989). "Negotiation Support Systems: An Overview of Design Issues and Existing Software." Decision Support Systems: The International Journal 5: 167-181.
  24. Jelassi, M. T. and B. H. Jones (1988). Getting to Yes with NSS: How Computers Can Support Negotiation. Organizational Decision Support Systems. A. M. M. R.M. Lee, and P. Migliarese. Amsterdam, North-Holland: 75-85.
  25. Jin, V. and T. Koyama (1990). Multiangent Planning through Expectation Based Negotiation. Proceedings of the Tenth Int. Workshop on Distributed artificial Intelligence, Bandera, TX.
  26. Jones, B. H. and M. T. Jelassi (1989). "Negotiation Support: The Effects of Computer Intervention and Conflict Level on Bargaining Outcomes."
  27. Jones, B. H. and M. T. Jelassi (1990). "The Effect of Computer Intervention and Task Structure on Bargaining Outcomes." Theory and Decision.
  28. Kersten, G.E., (1985), "NEGO - Group Decision Support System", Information and Management, 8(5), p. 237-246.
  29. Lewis, L.F. and M.F. Shakun (1994), "Computer-Assisted Negotiation and Mediation Systems Questionnaire", Computer-Assisted Negotiation and Mediation Symposium, Harvard Law School, Cambridge, MA, May 26-27.
  30. Nagel, S. S. and M. K. Mills (1989). "Multicriteria Dispute Resolution Through Computer-Aided Mediation Software." Mediation Quarterly 7(2): 175-189.
  31. Nyhart, J. D. and C. Goeltner (1987). Computer Models as Support for Complex Negotiations. International Conference for the Society for General System Research, Budapest.
  32. Nyhard, J. and D. Samarasan (1987), "The Elements of Negotiation Management: Using Computers to Help Resolve Conflict", Negotiation Journal, 9, 43-62.
  33. Rangaswamy, A. and G. R. Shell (1994). Using Computers to Realize Joint Gains in Negotiations: Toward an Electronic Bargaining Table. Computer-Assisted Negotiations and Mediation Symposium, Harvard Law School, Cambridge, MA.
  34. Robinson, W. N. (1994). "Interactive Decision-Support For Requirements Negotiation", Concurrent Engineering-Research And Applications 2(3): 237 - 251.
  35. Shakun, M. F. (1994). Computer-Assisted Negotiation Restructuring Based on Evolutionary System Design. Computer-Assisted Negotiation and Mediation Symposium, Harvard Business School, Cambridge, MA.
  36. Salo, A. A. (1995). "Interactive Aiding for Group Decision-support", European Journal of Operational Research 84(1): 134 - 149.
  37. Valley, K. L., S. B. White, et al. (1992). "The Process of Assisted Negotiations: A Network Analysis." Group Decision and Negotiations 1(2): 117-135.
  38. Thiessen, E. M. and D. P. Loucks (1992). "Computer Assisted Negotiation of Multiobjective Water Resources Conflicts." Water Resources Bulletin 28(1): 163-177.
  39. Thiessen, E. M. and D. P. Loucks (1994). ICANS: Interactive Computer Assisted Negotiation Support. Computer Assisted Negotiation and Mediation: Prospects and Limits, Harvard, Harvard Law School, Cambridge, MA.
  40. Thiessen, E.M., D.P. Loucks and J.R. Stedinger (1996), "Computer-Assisted Negotiations of Water Resources Conflicts", Group Decision and Negotiation,
  41. Szpakowicz, S., Z. Koperczak, et al. (1992). A Negotiation-based Model of Co-operative Decision Making. Proceedings of the IFAC/IFORS/IIASA/TIMS Workshop, Warsaw, Poland, June 24-26, Polish Academy of Sciences.
  42. Teich, J., P. Korhonen, et al. (1995). "Multiple Issue Negotiations: A Study of BATNAs and Corresponding Inference Surfaces."
  43. Weber, C. A. (1996). "Determination of Paths to Vendor Market-efficiency Using Parallel Coordinates Representation - a Negotiation Tool for Buyers", European Journal of Operational Research 90(1): 142 - 155. Group Decision and Negotiation.

AI and Negotiations

  1. Berker, I. (1996). "Conflicts and Negotiation in Single Function Agent Based Design Systems",Concurrent Engineering-research and Applications 4(1): 17 - 33.
  2. Conry, S. E., R. A. Mayer, et al. (1988). Multistage Negotiation in Distributed Planning. Readings in Distributed Artificial Intelligence. L. Gasser. San Mateo: CA:, Morgan Kaufmann: 367-384.
  3. Davis, R. and R. G. Smith (1983). "Negotiation as a Mataphor for Distributed Problem Solving." Artificial Intelligence 20: 63-109.
  4. Decentralized Artificial Intelligence. Y. Demazeau and J.-P. Muller. Amsterdam, North-Holland: 71-88.
  5. Durfee, E. H. and V. R. Lesser (1989). Negotiating Task Decomposition and Allocation Using Partial Global Planning. Distributed Artificial Intelligence. M. Huhns and L. Gasser. San Mateo, CA, Morgan Kaufmann: 229-243.
  6. Kersten, G. E., S. Matwin, et al. (1987). A Rule-Based Approach to Conflict Resolution in Negotiations. Proceedings of the ASAC Annual Conference, Toronto.
  7. Koperczak, Z., S. Matwin, et al. (1992). "Modelling Negotiation Strategies with Two Interacting Expert Systems." Control and Cybernetics 21(1): 105-130.
  8. Kraus, S. and J. Wilkenfeld (1991). The Function of Time in Cooperative Negotiations. Ninth National Conference on Artificial Intelligence, AAAI Press.
  9. Kreifelts, T. and F. v. Martial (1991). A Negotiation Framework for Autonomous Agents.
  10. Kusiak, A. (1996). "Negotiation In Constraint-Based Design", Journal Of Mechanical Design 118(4): 470 - 477.
  11. Lander, S. and V. R. Lesser (1988). Negotiation Among Cooperating Experts. 1988 Workshop on Distributed Artificial Intelligence.
  12. Li, H. (1996). "Case-based Reasoning for Intelligent Support of Construction Negotiation", Information & Management 30(5) : 231 - 238.
  13. Matwin, S., S. Szpakowicz, et al. (1987). Logic-Based System for Negotiation Support. Proceedings of the 1987 Symposium on Logic Programming, San Francisco, IEEE Computer Society Press.
  14. Matwin, S., S. Szpakowicz, et al. (1989). "Negoplan: An Expert System Shell for Negotiation Support." IEEE Expert 4(4): 50-62.
  15. Mohleman, T. A., V. R. Lesser, et al. (1992). "Decentralized Negotiations: An Approach to Distributed Planning Problem." Group Decision and Negotiations 1: 161-192.
  16. Sathi, A. and M. S. Fox (1989). Constraint-Directed Negotiation of Resource Reallocations. Distributed Artificial Intelligence. M. Huhns and L. Gasser. San Mateo, Morgan Kaufmann: 163-193.
  17. Sen, S. and E. H. Durfee (1994). "The Role of Commitment in Cooperative Negotiations." International Journal of Intelligent and Cooperative Information Systems 3(1): 67-81.
  18. Szpakowicz, S., S. Matwin, et al. (1987). RUNE: An Expert System Shell for Negotiation Support. Expert Systems and their Applications. Proceedings of the 7th International Workshop, Avignon.
  19. Sycara, K. (1988). Resolving Goal Conflicts via Negotiations. Proceedings of AAAI-88, St. Paul, MN.
  20. Sycara, K. (1989). Multiagent Compromise via Negotiation. Distributed Artificial Intelligence. M. Huhns and L. Gasser. San Mateo, CA, Morgan Kaufmann: 119-137.
  21. Sycara, K. (1990). "Negotiation Planning: An IA Approach." European Journal of Operational Research 46: 216-234.
  22. Sycara, K. (1991). "Problem Restructuring in Negotiation." Management Science 37(10): 1248-1268.
  23. Sycara, K. (1996). "Coordination of Multiple Intelligent Softwareagents", International Journal of Cooperative Information Systems 5(2 - 3): 181 - 211.
  24. Zlotkin, G. and J. S. Rosenschein (1991). "Cooperation and Conflict Resolution via Negotiation Among Autonomous Agents in Noncooperative Domains." IEEE Transactions on Systems, Man, and Cybernetics 21(6): 1317-1324.
  25. Zlotkin, G. and J. S. Rosenschein (1991). Negotiations and Goal Relaxation. Decentralized Artificial Intelligence - 2. Y. Demazeau and J.-P. Muller. Amsterdam, North-Holland: 273-286.

Engineering

  1. Kusiak, A. and J. Wang (1993)." Negotiation in Engineering Design." The University of Iowa.
  2. Sycara, K. and M. Roboam (1991). "Intelligent Information Infrastructure for Group Decision and Negotiation Support of Concurrent Engineering."

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