A PROCESS PERSPECTIVE TO DESIGNING INDIVIDUAL NEGOTIATION SUPPORT SYSTEMS

This article presents a descriptive model of negotiation processes. Th e focus of the model is on the give-and-take activity in negotiation a nd the feedback and interactive nature of the process. We provide a ch aracterization of the interactive process. The characterization develo ped allows recording in a computerized environment, leading to a datab ase of negotiation case histories that can be graphically visualized. Such descriptions of negotiating behavior can help characterize and cl assify the behavior of an individual negotiator.