Trade-Off Manipulations in the Development of Negotiation Decision Support Systems

Our model of negotiation for constructing Negotiation Decision Support Systems is based upon Principled Negotiation and uses trade-off manipulations in order to provide decision support. A resulting system, Family_Winner, was constructed using several information systems techniques. Trade-off Maps (a variant of Constraint Diagrams) are used to represent trade-off opportunities, while an empirically derived formula calculates the amount of compensation given to the ratings of issues remaining in dispute. The Issue Decomposition Hierarchy embedded in the system allows for the incorporation of sub-issues. Family_Winner was originally built for use in Australian Family Law. We believe our model can be extended for use in various other domains. Family_Winner has been evaluated in the areas of industrial relations, international disputation and company disputes. Results from our evaluation suggest the system works satisfactorily in these domains. We conclude this paper by describing future projects that will develop and extend Family_Winner´s functions and applicability.