Integrating Communication Support and Decision Support for

Post on 11-Feb-2022

5 views 0 download

Transcript of Integrating Communication Support and Decision Support for

Integrating Communication Support and Decision Support

for Effective Negotiation Support Systems

Mareike Schoop, Frank Köhne, Dirk StaskiewiczRWTH Aachen and University of Hohenheim

Germanyschoop@uni-hohenheim.de

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 2

Agenda

2. Two Worlds of Thought

3. Integrating Communication and Decision Support

1. Introduction

4. Conclusion

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 3

2. Two Worlds of Thought

3. Integrating Communication and Decision Support

1. Introduction

4. Conclusion

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 4

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

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 5

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

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 6

1. Introduction

4. Conclusion

2. Two Worlds of Thought

3. Integrating Communication and Decision Support

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 7

Two Schools of Thought

Communication Perspective

Decision Support Perspective

Effective Negotiation Support

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 8

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

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 9

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

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 10

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

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 11

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

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 12

1. Introduction

2. Two Worlds of Thought

3. Integrating Communication and Decision Support

4. Conclusion

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 13

Negoisst

o Aim: Support complex negotiations between human negotiators

o Negoisst integrates three types of supporto Semi-structured message exchangeo Document exchangeo Decision support

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 14

Message Exchange

Intentions through message types

Semantic enrichment for message content

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 15

Document Management

Link to message of value specificationExplicit obligation

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 16

Decision Support

Satisfaction level of valuesPreferences of attributes

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 17

Decision Support

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 18

Integrating Decision and Communication Support

Utility value of message (request)

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 19

Integrating Decision and Communication Support

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 20

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

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 21

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

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 22

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

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 23

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.”

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 24

2. Two Worlds of Thought

3. Integrating Communication and Decision Support

4. Conclusion

1. Introduction

Integrating Communication Support and Decision Support for Effective Negotiation Support Systems 25

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