Modern technology can provide support for the negotiating process, though it can't take the place of the essential face-to-face ingredient in many instances. A growing component for electronic commerce are applications to support the negotiation of contracts and resolution of disputes. As web applications develop, they may provide support for various phases and dimensions, such as:
Multiple issue, multiple party business transactions of a buy-sell nature, international dispute resolution (business disputes, political disputes), internal company negotiations and communications, among others.
Negotiation Support Systems (NSS) can provide support for the negotiation process by:
Increasing the likelihood that an agreement is reached when a zone of agreement exists (solutions that both parties would accept)
Decreasing the direct and indirect costs of negotiations, such as costs caused by time delays (strikes, violence), and attorneys' fees, among others
Maximizing the chances for optimal outcomes
One Web-based support system, developed at Carleton University in Ottawa, Canada-called INSPIRE- provides applications to prepare and conduct negotiations and for renegotiating options after a settlement. Users can specify preferences and assess offers; the site also has graphical displays of the negotiation process.
Using the Web to Support Negotiations : Economic article from Global Management Catagory Using the Web to Support Negotiations
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