Knowledge Sharing in Negotiation Process Coordination

Melise Paula, Jonice Oliveira, Jano Moreira de Souza


In negotiations, independent of the context in which these are being applied, the goal is reaching an agreement, and every agreement comprises a decision making result. The negotiator‘s expertise can determine the success of a project. Of great importance is the greatest possible amount of information on the negotiation, so as to secure competitive data which can sway the negotiation and identify the potential benefits for the other party. Furthermore, negotiation environment information and individual knowledge about both parties as well as previous experience in negotiations can be useful in new negotiations. This scenario requires a management model which should be able to capture and manage this knowledge, disseminating it to the negotiators, and improving the results from negotiations. The aim of this work is to propose an environment to support cooperative negotiation processes, managing the knowledge acquired in each negotiation, providing necessary knowledge during the process and enabling interaction between negotiators.


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Paper Citation

in Harvard Style

Paula M., Oliveira J. and Moreira de Souza J. (2004). Knowledge Sharing in Negotiation Process Coordination . In Proceedings of the 1st International Workshop on Computer Supported Activity Coordination - CSAC, (ICEIS 2004) ISBN 972-8865-08-2, pages 126-135. DOI: 10.5220/0002683201260135

in Bibtex Style

author={Melise Paula and Jonice Oliveira and Jano Moreira de Souza},
title={Knowledge Sharing in Negotiation Process Coordination},
booktitle={Proceedings of the 1st International Workshop on Computer Supported Activity Coordination - CSAC, (ICEIS 2004)},

in EndNote Style

JO - Proceedings of the 1st International Workshop on Computer Supported Activity Coordination - CSAC, (ICEIS 2004)
TI - Knowledge Sharing in Negotiation Process Coordination
SN - 972-8865-08-2
AU - Paula M.
AU - Oliveira J.
AU - Moreira de Souza J.
PY - 2004
SP - 126
EP - 135
DO - 10.5220/0002683201260135