Negoplan: an expert system shell for negotiation support

Abstract

The authors address a complex, two-party negotiation problem containing the following elements: (1) many negotiation issues that are elements of a negotiating party's position; (2) negotiation goals that can be reduced to unequivocal statements about the problem domain and that represent negotiation issues; (3) a fluid negotiating environment characterized by changing issues and relations between them; and (4) parties negotiating to achieve goals that may change. They describe in some detail the way they logically specify different aspects of negotiation. An application of Negoplan to a labor contract negotiation between the Canadian Paperworkers Union and CIP, Ltd. of Montreal is described.< <ETX xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink">&gt;</ETX>