Negotiation support systems: roots, progress and needs

Abstract. This paper identifies game theories and social behavior science as important roots for negotiation support systems (NSS) research. As these are not typically cited in the NSS literature, summary reviews of them are provided with indications of their relevance to NSS study. On the other hand, neither offers a sufficiently general-purpose formal model of negotiation that could serve as a backbone for NSS research. A survey of that research is provided, indicating that prugress to date has been somewhat eclectic and devoid of such a model. Our central contention is that a theoretical foundation for NSS study is much needed. Desirable characteristics of a suitable negotiation model are identified as guidance for future research that will aim to devise (and subsequently apply and test) such a model.