Handbook of Group Decision and Negotiation

Preface

About the Editors

Contents

Contributors

Introduction to the Handbook of Group Decision and Negotiation

What is Group Decision and Negotiation?

Organization of the Handbook

Part I: The Context of Group Decision and Negotiation

Part II: Analysis of Collective Decisions: Principles and Procedures

Part III: Facilitated Group Decision and Negotiation

Part IV: Electronic Negotiation

Conclusions

References

Part I The Context of Group Decision and Negotiation

Group Decisions and Negotiations in the Knowledge Civilization Era

Introduction

Basic Megatrends of Informational Revolution

The Change of Episteme and of Ways of Perceiving the World

New Micro-theories of Knowledge Creation: the Role of a Group

An Evolutionary Theory of Intuition and Its Impacts on Negotiations

The Issue of Objective Ranking in Group Decision Making

The Multimedia Principle, the Emergence Principle and a Spiral of Evolutionary Knowledge Creation

Conclusions

References

``Invisible Whispering": Restructuring Meeting Processes with Instant Messaging

Introduction

Prior Research and Theory

Meetings and Meeting Support Technologies

Instant Messaging

Goffman's Dramaturgical Frame

Method

Participants

Data Collection

Data Analysis

Findings

Creating Multiple Stages

Invisible Whispering as a Distinct Communicative Genre

Directing the Meeting

Providing Focal Task Support

Seeking Clarification

Providing Social Support

Participating in a Parallel Subgroup Meeting

Managing Extra-Meeting Activities

Use of Invisible Whispering

Discussion

Invisible Whispering and Individual Attention

Invisible Whispering and Group Decision-Making

Invisible Whispering and Group Dynamics

Other Implications for Research and Practice

Conclusion

Appendix: Initial Protocol for Semi-structured Interviews at GlobalNet

References

Soft Computing for Groups Making Hard Decisions

Introduction

Fuzzy Real Option Valuation: The Analysis Instrument

The Production Plant and Future Scenarios

Closing/Not Closing a Plant: Information Systems Support

Group Consensus

Discussion and Conclusions

References

Emotion in Negotiation

Introduction

Emotion in Cognitive Theory

Emotion in Argumentation and Negotiation Theory

Current Trends

Emotion in VR Simulated Negotiation

Example 1

Language and Emotion in E-Negotiation

Studies on Specific Emotions and General Affect

Functional Potential and Multi-functionality of Emotions in Negotiation

Example 2

Structure of the Plea Bargain

Flattery -- Confidence, Cooperation

Extract 1.

Entertainment -- Seriousness

Ridicule, Sarcasm -- Confusion, Angst

Agreeable and Helpfulness -- Incompetence

Elicitation of Empathy -- Refusal of Empathy, Irony

Aggression -- Rebuts and Anxiety

Re-contextualization or Agreement in a Parallel World

Evolution of Emotion in Negotiation

Between Man and Man

Conclusions

References

Doing Right: Connectedness Problem Solving and Negotiation

Introduction

One, Two, Agent, System, Purpose, Consciousness, Connectedness, Common Ground and Communication

Social Connectedness: Connectedness with Others, the ''Other'' (Other Agents)

Purpose Connectedness; System Connectedness: Problem System Connectedness with the ESD Problem Representation

Spirituality Connectedness: Connectedness with One

Common Ground

Communication, Dialogue and Negotiation

Frameworks

Connectedness Problem Solving and Negotiation (CPSN) and the Evolutionary Systems Design (ESD) Systems-Spirituality Framework

Evolutionary Systems Design (ESD)

Purpose in Hierarchies 1 and 2

Shared Inherent Purpose

High-Level Purposes/Values

Doing Right

Recapitulation: CPSN Through ESD (CPSN-ESD)

Intelligence and ESD

Rationality to Spiritual (Right) Rationality

Problems

Right Problem Solving, Spiritual (Right) Rationality and Right Action

ESD Spiritual (Right) Rationality Validation Test

Spiritual Rationality and Right Problem Solving: Theory and Practice, Surrogates

Beginning/Continuing Negotiation: Accessing Connectedness with One, Surrogates and Intermediates

Beginning/Continuing Negotiation: Connectedness with Others

Technology: Computer Implementation of ESD and Applications

Applications

Concluding Remarks

Present-to-Future Work

To Live Two as One

References

The Role of Justice in Negotiation

Overview

How Justice Influences Negotiation Processes, Outcomes and Durability

Distributive Justice and Durability

Procedural Justice and Durability

Explaining the Meaning of Equality

Third Party Roles in Equality Provisions

Search for Mechanisms: Trust and Problem Solving

Conclusion

References

Analysis of Negotiation Processes

Introduction

Discourse Analysis and Ethnographic Studies

Frequency Analysis

Interaction Analysis

Phase Analysis

Offer Process Analysis

Time Series Analysis

Information Theory and Grammar Complexity

Discussion

References

Part II Analysis of Collective Decisions: Principles and Procedures

Non-Cooperative Bargaining Theory

Introduction: Game Theory and Negotiation

Approaches to Modelling Negotiation

Non-cooperative Models of Bargaining

Non-cooperative Multilateral Bargaining

Conclusions

References

Cooperative Game Theory Approaches to Negotiation

Introduction

The Bargaining Model

Bargaining Rules and Axioms

The Nash Rule

The Kalai-Smorodinsky Rule

The Egalitarian Rule

Other Rules

Strategic Considerations

Ordinal Bargaining

Conclusion

References

Voting Systems for Social Choice

Introduction

A Look at the Classics

Single-Winner Voting Systems

Agenda-Based Systems

Evaluating Voting Systems

Profile Analysis Techniques

Some Fundamental Results

Methods for Reaching Consensus

Multi-winner Contexts

The Best Voting System?

References

Fair Division

Introduction

Cutting Cakes and Dividing Sets of Items

One Divisible Object

Formal Framework

Properties

Cake-Cutting Procedures

Entitlements

Cakes and Pies

Incentives

Computational Aspects

Allocating Divisible and/or Indivisible Objects

Sharing Costs or Benefits

Dividing a Fixed Resource or Cost

Proportional Method

Properties

Uniform Losses

Uniform Gains

Contested Garment Method and Extensions

Indivisibilities

Incentives

Division of Variable Resources/Costs

Fair Division on Graphs

Economics and Fair Division

Conclusion

References

Conflict Analysis Methods: The Graph Model for Conflict Resolution

Introduction

The Analysis of Strategic Conflicts

The Graph Model for Conflict Resolution: Fundamentals

Graph Model Definitions

Graph Model Stability Analysis

The Decision Support System GMCR II

Basic Structure

Option-Form Entry of Graph Models

GMCR II Analysis and Output Display

Extending the Methodology: Matrix Representation

Matrix Representation and Analysis

Graph Models with Uncertain Preferences

Graph Models with Multiple Levels of Preference

Graph Models with Hybrid Preference Structures

Follow-Up Analysis

Coalition Analysis

Status Quo Analysis

Future Development of the Graph Model Methodology

Perceptual Graph Models

Policy Stability

Attitudes

Summary and Conclusions

References

The Role of Drama Theory in Negotiation

Introduction

Antecedents

The Drama Programme

The Dramatic Episode

Confrontation Analysis

From DT1 to DT2

Applications

Analysing Confrontation

Simulation

Software Support

Conclusion

References

Part III Facilitated Group Decision and Negotiation

Group Support Systems: Overview and Guided Tour

Growing Importance of Group Activities

Common Problems in Meetings

Techniques to Improve Meetings

Contribution of Behavioral Sciences

Contribution of Decision Sciences

Contribution of Information Systems

Convergence The Birth of GSS

Facilitation Teams

Typical GSS Applications

GSS Research

User Satisfaction

Meeting Effectiveness

Meeting Efficiency

Quality of Decision

Equality of Participation

Parallel Production

Anonymity

Structure

Group Size

Collaboration Engineering

Adoption of Group Support Systems

Recent Research

Group Support System Software

Meetingworks TM Software Modules

Meeting Management

Idea Generation

Idea Organizing

Idea Evaluation

External Linking

Time/Place Flexibility

References

Multicriteria Decision Analysis in Group Decision Processes

Introduction

MCDA Methods

Multiattribute Value and Utility Theory

The Analytic Hierarchy Process

Methodological Extensions

Group and Decision Characteristics

Design of MCDA-Assisted Decision Support Processes

MCDA Methods in Action

Rationales for the Deployment of MCDA Methods

Outlook for the Future

Conclusion

References

The Role of Group Decision Support Systems: Negotiating Safe Energy

Introduction

Group Decision Support Systems: Features Supporting Soft Negotiation

Background to GDSS

Group Explorer: A Group Decision Support System

The GDSS as a ''Transitional Object''

Anonymity and Higher Group Productivity from a GDSS

Using a GDSS to Facilitate Soft Negotiation: Negotiating a Way of Working Between a Nuclear Power Station Owner and the Regulator

The Research

The Case

Preparation

The Meeting

Follow Up: Next Steps

Summary and Conclusions

Conclusions

Post Script

References

The Effect Of Structure On Convergence Activities Using Group Support Systems

Introduction

Background

Information Overload

Convergence

An Example from Recent Research

Hypotheses

Operationalization

Results

Discussion

The Broader Context of Convergence

Directions for Further Research

Conclusion

Appendix

References

Systems Thinking, Mapping, and Modeling in Group Decision and Negotiation

Introduction

Merging GDN Practice with System Simulation A Group Model Building Approach

Roles in System Dynamics Group Model Building

Boundary Objects in Group Model Building

The System Dynamics Group Modeling Process, In Brief

Elements of System Dynamics Group Model Building Meetings: Scripts

Dynamics

Introducing Elements of System Dynamics Modeling: Concept Models

Initiating Systems Mapping

Model Formulation, Testing, and Refinement: Ownership

Simulation

Discussion

References

Facilitated Group Decision Making in Hierarchical Contexts

Introduction: Hierarchical Decision Making

Characteristics of a Hierarchical Decision Problem

Role of Groups and Negotiation in the Hierarchy

How to Solve Hierarchical Planning Problems in Groups

Top-Down Approach

Bottom-Up Approach

Integrated View

Examples of Hierarchical Perspectives in Group Negotiation

Planning the Use of State-Owned Forests

Evaluation of the Current State

Defining the Management Goals for Natural Resources

Generation of Alternative Region-Level Management Strategies and an Estimation of Their Outcomes

Evaluation of the Strategy Alternatives

Designing Forest Policy at Regional and National Scales

Connecting Higher and Lower Levels of Hierarchy with an Incentive

Discussion and Relevant Aspects to Consider

Role of Mixed Methods: Making Qualitative and Quantitative Information Congruent

Maintaining Consistency Between the Levels

Fostering Group Learning and Collaboration

References

Collaboration Engineering

Introduction

The Business Case of Collaboration Support

The Collaboration Engineering Approach to Designing and Deploying Collaboration Support

Investment Decision

Task Analysis

Design

Transfer

Implementation and Sustained Use

ThinkLets

Generate

Reduce

Clarify

Organize

Evaluate

Consensus Building

ThinkLet Structure

Identification

Rule-Based Script

Selection Guidance

What Will Happen?

Case Study: Transferring a ThinkLets-Based Collaboration Process Design for Integrity Assessment

Research Instruments

Participant's Perception on Quality of Collaboration

Questionnaire for Practitioner Experience in Group Support

Questionnaire for Training Evaluation

Interview Protocol for Session Evaluation

Results

The Pilot Results

The Practitioners

The Training

The Practitioner Performance

Limitations

Discussion and Conclusions

Appendix A

LeafHopper (Generate)

GoldMiner (Reduce)

ExplainIt (Clarify)

PopcornSort (Organize)

StrawPoll (Evaluate)

Crowbar (Consensus Building)

References

Part IV Electronic Negotiation

Electronic Negotiations: Foundations, Systems, and Processes

Introduction

Negotiation Support and E-Negotiation Systems

Negotiation Support Systems

E-Negotiation System Definition

Functions

E-Negotiation Engineering

Socio-technical Systems

Domain Engineering

E-Negotiation Taxonomy

Montreal E-Negotiation Taxonomy

Phases and Key Constructs

Negotiation Constructs

Mechanisms

Protocols

Commercial Systems

Access Systems

E-Negotiation Tables

Negotiation Support

Teaching and Research Systems

Negotiation Tables

Support for E-Negotiation

Software Platforms for E-Negotiations

E-Negotiation Research

Research Findings

ENS Research Frameworks

Conclusions

References

The Adoption and Use of Negotiation Systems

Introduction

Literature Review

TAM and TAM2

Self-Efficacy

Diffusion of Innovation

Other Models

Affect in Negotiation and Decision-Making

The Conceptual Model

An Example

Methods

The Research Context

Measures

The SEM Model

Multiple Group Analysis

Goodness of Fit

Results

Preliminary Analyses

Test of the Measurement Model

Test of the Hypothesized Model

Summary and Conclusion

References

Support of Complex Electronic Negotiations

Introduction

State-of-the-Art

Background

Communication Theories

Speech Act Theory

The Theory of Communicative Action

Media Richness Theory

Document Management

Decision Support

Summary

Negoisst

Decision Support

Communication Management

Document Management

Selected Experimental Results

Negotiation Media

Communication Quality

Visualisation of Utilities

Conclusion

References

Online Dispute Resolution Services: Justice, Concepts and Challenges

Introduction

e-Disputes and e-Justice The Problem

Online Dispute Resolution Services A Potential Solution

The Big Picture Online Dispute Resolution Services and Negotiation Support Systems

Principle Matters Principle-Based Dispute Resolution Services

Classification of Online Dispute Resolution Services

Review of Existing Online Dispute Resolution Services

A Key Challenge: The Adoption of ODR Services by Users

Summary

References

Agent Reasoning in Negotiation

Introduction

Formal Negotiation Research: Different Perspectives

A Framework for Negotiation Reasoning

Procedures for Multi-issue Negotiation

Changing the Structure of the Negotiation Problem

Value Claiming and Value Creating

Fair Division

Persuasion for Conflict Resolution

Tactic Reasoning

Third Party Mediation

Agents for Decision Support

Conclusions

References

Index