Introduction to Decision, Negotiation, Leadership, Social Communities and Technology Minitrack

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MEDIATOR: TOWARDS A NEGOTIATION SUPPORT SYSTEM

MEDIATOR is a negotiation support system (NSS) based on evolutionary systems design (ESD) and database-centered implementation. It supports negotiations by consensus seeking through exchange of information and, where consensus is incomplete, by compromise. The negotiation problem is shown --graphically or as relational data in matrix form-- in three spaces as a mapping from control space to goal space (and through marginal utility functions) to utility space. Within each of these spaces the negotiation process is characterized by adaptive change, i.e., mappings of group target and feasible sets by which these sets are redefined in seeking a solution characterized by a single-point intersection between them. This concept is being implemented in MEDIATOR, a data-based micro-mainframe NSS intended to support the players and a human mediator in multi-player decision situations. Each player employs private and shared database views, using his/her own micro-computer decision support system enhanced with a communications manager to interact with the mediator DSS. Sharing of views constitutes exchange of information which can lead towards consensus. The human mediator can support compromise, as needed, through use of solution concepts and/or concession-making procedures in the NSS model base. As a concrete example, we demonstrate the use of the system for group car buying decisions.Information Systems Working Papers Serie

Cost-benefit analysis of auditing

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MEDIATOR: TOWARDS A NEGOTIATION SUPPORT SYSTEM

MEDIATOR is a negotiation support system (NSS) based on evolutionary systems design (ESD) and database-centered implementation. It supports negotiations by consensus seeking through exchange of information and, where consensus is incomplete, by compromise. The negotiation problem is shown --graphically or as relational data in matrix form-- in three spaces as a mapping from control space to goal space (and through marginal utility functions) to utility space. Within each of these spaces the negotiation process is characterized by adaptive change, i.e., mappings of group target and feasible sets by which these sets are redefined in seeking a solution characterized by a single-point intersection between them. This concept is being implemented in MEDIATOR, a data-based micro-mainframe NSS intended to support the players and a human mediator in multi-player decision situations. Each player employs private and shared database views, using his/her own micro-computer decision support system enhanced with a communications manager to interact with the mediator DSS. Sharing of views constitutes exchange of information which can lead towards consensus. The human mediator can support compromise, as needed, through use of solution concepts and/or concession-making procedures in the NSS model base. As a concrete example, we demonstrate the use of the system for group car buying decisions.Information Systems Working Papers Serie

A Dynamic Model for Competitive Marketing in Coupled Markets

A dynamic model is developed for competitive marketing situations involving products whose markets are coupled. By coupling it is meant that advertising dollars spent in generating sales for one product have an influence on the sales of another product. A game-theory approach is taken, and noncooperative equilibrium solutions for advertising expenditures are developed. Effectiveness is measured by weighted future profits. Various aspects of model building for coupled markets are discussed. The present dynamic model treats any number of competitors and products. It thus extends previous work by the author on a two competitor, two product, static model for coupled markets.

Competitive Organizational Structures in Coupled Markets

The effect of different company organizational structures (as centralized and decentralized) on competition in coupled markets is studied using a game theory approach. By coupling it is meant that management actions taken in the market for one product have an effect on the market for another. A specific example is where advertising dollars spent in generating sales for one product have an influence on the sales of another product. In some cases competition between companies in coupled markets takes the form of a Prisoner's Dilemma and may be discussed in terms of recent research findings on this game. Various other aspects of research on competitive organizational structures in coupled markets are discussed.

Strategy Formulation--Introduction to a Grouping on Strategy Formulation

Introduction to a special section devoted to strategy formulation.