CONFLICT-ANALYSIS TECHNOLOGIES FOR NEGOTIATION SUPPORT

The integration of certain conflict analysis techniques into a compreh ensive negotiation support system (NSS) called the Single Party Prescr iptive Analysis Negotiation Support System (SPANSS) provides a useful tool for negotiation analysis. SPANSS supplies both strategic and tact ical negotiation support within a consolidated framwork. Methods taken from conflict analysis for dealing with misperceptions, the dynamics of negotiation, and coalitions form the strategic support component of SPANSS. Descriptions of the approaches are supported by several examp les.