@inbook{5471aac2cf2f4920be199840a117ba87,
title = "Negotiation Support: Trends and Problems.",
abstract = "Early approaches to negotiation support viewed negotiations mainly from a decision perspective and extended decision support systems by a communication component that allowed negotiators to exchange highly structured offers. In this chapter, we argue, based on a comprehensive survey of negotiation research of the last decades, that negotiation processes are more complex and involve multiple dimensions of substantive issues, communication, and emotions. We review the development of empirical research on negotiations along these three dimensions and explore possibilities for a comprehensive support of negotiation processes. Finally, we discuss the necessity to consider these dimensions not only in isolation but also their interactions. A successful negotiation support system would need to guide users through the complex interactions of all dimensions.",
keywords = "BDA, HBE, Behavioral OR and behavioral decision making",
author = "Rudolf Vetschera",
year = "2021",
doi = "10.1007/978-3-030-70377-6_10",
language = "English",
isbn = "978-3-030-70376-9",
series = "Integrated Series in Information Systems",
publisher = "Springer",
pages = "167--190",
editor = "Jason Papathanasiou and Pascale Zarat{\'e} and {Freire de Sousa}, Jorge",
booktitle = "EURO Working Group on DSS",
}