A PROTOTYPE NSS BASED ON PROBLEM STRUCTURE AND SUGGESTIONS TOWARD MORE COMPREHENSIVE NEGOTIATION SUPPORT

Seeking an effective approach to supporting negotiation through the us e of computer technology, we have constructed a prototype negotiation support system based on the concept of problem structure. Problem stru cture refers to the characteristics of the feasible settlement space a nd efficient frontiers as defined by the joint utility distribution of negotiators' utilities. Problem structure is recognized as playing a major role in negotiation processes and outcomes. The cognitive comple xity and inherent uncertainty of typical negotiations make it difficul t for negotiators to effectively visualize and ''navigate'' the settle ment space defined by the problem structure. As a result, negotiators often resort to suboptimizing heuristics which produce inefficient and /or unsatisfying outcomes. It follows that a promising approach to neg otiation support is to exploit the computational speed and graphics ca pabilities of computer technology to make problem structure and its im plications more accessible. Thus, our prototype is designed to allow n egotiators to hypothesize problem structure and to explore and manipul ate the resulting settlement space quickly and easily. Preliminary exp erimentation has demonstrated the value of this approach and has sugge sted areas for extended, comprehensive support. A negotiation process formalism, Cognitive Action Theory, neural network technology, and com puter simulation are well-suited to providing more comprehensive suppo rt, and we suggest an architecture for delivery through NSS.