Computer-Aided Negotiation for Classroom Instruction

Abstract

This article describes a computer system being developed to support two-party negotiation. It is currently used for classroom instruction; eventually it could be used by one and/or both parties in real-world negotiation situations. In using the software, the negotiator enters his/her weights for each issue, function forms, and estimates of the partner's importance weightings. The system will then generate a graph depicting the utility for each side of all possible negotiation agreements. A click on the mouse allows users to see what contract(s) each dot in the graph represents, or where a specific contract would appear on the graph. At any time weights or estimates can be easily manipulated. The system helps teach the decision-analytic approach to negotiation and demonstrates how changes in preferences on the issues being negotiated affect the possible outcomes.