{"title":"Designing Ethical Online Dispute Resolution Systems: The Rise of the Fourth Party","authors":"Leah Wing, Janet K. Martinez, E. Katsh, C. Rule","doi":"10.1111/nejo.12350","DOIUrl":"https://doi.org/10.1111/nejo.12350","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"37 1","pages":"49-64"},"PeriodicalIF":0.8,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/nejo.12350","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"63482693","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
James K. Sebenius, B. Cook, D. Lax, Ron S. Fortgang, Isaac Silberberg, P. Levy
{"title":"Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation","authors":"James K. Sebenius, B. Cook, D. Lax, Ron S. Fortgang, Isaac Silberberg, P. Levy","doi":"10.1111/NEJO.12354","DOIUrl":"https://doi.org/10.1111/NEJO.12354","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"37 1","pages":"97-141"},"PeriodicalIF":0.8,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NEJO.12354","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"63482312","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Samuel Dinnar, C. Dede, Emmanuel Johnson, C. Straub, Kristjan Korjus
Artificial intelligence (AI), machine learning (ML), affective computing, and big-data techniques are improving the ways that humans negotiate and learn to negotiate. These technologies, long deployed in industry and academic research, are now being adopted for educational use. We describe several systems that help human negotiators evaluate and learn from role-play simulations as well as applications that help human instructors teach negotiators at the individual, team, and organizational levels. AI can enable the personalization of negotiation instruction, taking into consideration factors such as culture and bias. These tools will enable improvements not only in the teaching of negotiation, but also in teaching humans how to program and collaborate with technology-based negotiation systems, including avatars and computer-controlled negotiation agents. These advances will provide theoretical and practical insights, require serious consideration of ethical issues, and revolutionize the way we practice and teach negotiation.
{"title":"Artificial Intelligence and Technology in Teaching Negotiation","authors":"Samuel Dinnar, C. Dede, Emmanuel Johnson, C. Straub, Kristjan Korjus","doi":"10.1111/NEJO.12351","DOIUrl":"https://doi.org/10.1111/NEJO.12351","url":null,"abstract":"Artificial intelligence (AI), machine learning (ML), affective computing, and big-data techniques are improving the ways that humans negotiate and learn to negotiate. These technologies, long deployed in industry and academic research, are now being adopted for educational use. We describe several systems that help human negotiators evaluate and learn from role-play simulations as well as applications that help human instructors teach negotiators at the individual, team, and organizational levels. AI can enable the personalization of negotiation instruction, taking into consideration factors such as culture and bias. These tools will enable improvements not only in the teaching of negotiation, but also in teaching humans how to program and collaborate with technology-based negotiation systems, including avatars and computer-controlled negotiation agents. These advances will provide theoretical and practical insights, require serious consideration of ethical issues, and revolutionize the way we practice and teach negotiation.","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":" ","pages":""},"PeriodicalIF":0.8,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NEJO.12351","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42078850","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Social Media Influence on Diplomatic Negotiation: Shifting the Shape of the Table","authors":"Cathryn Clüver Ashbrook, Alvaro Renedo Zalba","doi":"10.1111/nejo.12353","DOIUrl":"https://doi.org/10.1111/nejo.12353","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"37 1","pages":"83-96"},"PeriodicalIF":0.8,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/nejo.12353","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"63482267","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
A recent Consumer Reports survey of 60,000 readers reported that they were more likely to bargain when they purchased online rather than shop in bricks and mortar stores (Befute 2018) Mursion, a California company, has developed virtual reality simulations to polish interpersonal skills often vital for negotiation success (see https://www mursion com/) Yes, when you're haggling online with a salesperson or a chatbot (which is increasingly common), you now have the luxury of comparison-shopping in real time by checking out other sellers' prices [ ]we had seven 90-minute sessions, reserving time for discussion for all the participants to jump in
{"title":"Introduction to Special Issue: Artificial Intelligence, Technology, and Negotiation","authors":"M. Wheeler","doi":"10.1111/NEJO.12352","DOIUrl":"https://doi.org/10.1111/NEJO.12352","url":null,"abstract":"A recent Consumer Reports survey of 60,000 readers reported that they were more likely to bargain when they purchased online rather than shop in bricks and mortar stores (Befute 2018) Mursion, a California company, has developed virtual reality simulations to polish interpersonal skills often vital for negotiation success (see https://www mursion com/) Yes, when you're haggling online with a salesperson or a chatbot (which is increasingly common), you now have the luxury of comparison-shopping in real time by checking out other sellers' prices [ ]we had seven 90-minute sessions, reserving time for discussion for all the participants to jump in","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":"37 1","pages":"5-12"},"PeriodicalIF":0.8,"publicationDate":"2021-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/NEJO.12352","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"63482243","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Historical Acknowledgment as an Early Conflict Negotiation Strategy: A Feasibility Study of Israel/Palestine","authors":"M. Hirsch","doi":"10.1111/nejo.12345","DOIUrl":"https://doi.org/10.1111/nejo.12345","url":null,"abstract":"","PeriodicalId":46597,"journal":{"name":"Negotiation Journal","volume":" ","pages":""},"PeriodicalIF":0.8,"publicationDate":"2020-12-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1111/nejo.12345","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46609113","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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