Negotiation in Technology Landscapes: an Actor-Issue Analysis

Détails

ID Serval
serval:BIB_68970AA1D227
Type
Article: article d'un périodique ou d'un magazine.
Collection
Publications
Institution
Titre
Negotiation in Technology Landscapes: an Actor-Issue Analysis
Périodique
Journal of Management Information Systems
Auteur⸱e⸱s
Bendahan S., Camponovo J., Monzani J.S., Pigneur Y.
ISSN
0742-1222
Statut éditorial
Publié
Date de publication
2005
Peer-reviewed
Oui
Volume
21
Numéro
4
Pages
137-172
Langue
anglais
Résumé
In large-scale negotiation problems and in assessments of complex and uncertain environments, it is vital to analyze the different stakeholders involved and to evaluate their positions in the negotiations. This paper extends a model, which merges previous multi-issue and actor-focused methods, based on power relationships between stakeholders and their ability to bargain in order to increase their utility. The model has already used for assessing a public WLAN landscape. The paper emphasizes the dynamic application of the model we developed for experimenting the negotiation evolution, shifting positions on some issues, and exchanging positions between actors. We also claim that such forecasting analyses of negotiation landscapes can be significantly improved using more appropriate visualization support. We propose new visualization tools for analyzing negotiation outcomes, representing negotiation landscapes, and applying what-if simulations, using passive influence, expected outcome and dissatisfaction, power distribution, proximity, and negotiation maps.
Mots-clé
Actor-issue analysis, Collective decision-making, Forecasting, Negotiation, Scenario planning, Visualization
Web of science
Création de la notice
19/11/2007 11:31
Dernière modification de la notice
20/08/2019 15:23
Données d'usage