A FORMAL BASIS FOR NEGOTIATION SUPPORT SYSTEM RESEARCH

A high-level theoretical model of negotiation activity is introduced a s a foundation for guiding future research and development in the area of negotiation support literature. A formal model at this level is pr esently absent from negotiation support systems. The model is formally expressed in terms of definitions and postulates that describe eight important negotiation parameters. Relationships between the model and research in game theory, social behavior science, and decision support systems fields are examined.