Yufei Yuan: Online negotiation systems,
training and other services
(Compiled and annotated in Dec. 2002)
Online negotiation systems for research
- InterNeg (http://interneg.org)
Two Internet Negotiation Support Systems: Inspire and INSS were developed
at Carleton University and Concordia University, Canada. These systems
contain a facility for specification and assessment of preferences and
utility construction, internal messaging system, and graphical displays
of the negotiation progress. They are both process and a solution-driven
NSS. The process-orientation is in the systems not giving any suggestions
but a set of tools supporting the process. The solution-orientation
is in suggesting one or more of the Pareto-optimal compromises.
- WebNS (http://webns.mcmaster.ca/)
A Web-based negotiation support system (WebNS) was developed at School
of Business, McMaster University, Canada. It provides full process support
for online negotiation and mediation. Three experiments have been conducted
to test 1) the effectiveness and user acceptance of online negotiation
in comparison with face-to-face negotiation, 2) the effectiveness of
online mediation and 3) the impact of using different communication
media in negotiation.
Online negotiation training and consulting services
Online contract negotiation
- The Negotiation Institute (http://www.negotiation.com/)
The Negotiation Institute, Inc. is located in New York. It provides
customized training for the art and the success of negotiation.
- Program on Negotiation, Harvard University (http://www.pon.harvard.edu/)
This web site provides information about the research and education
program on negotiation at the Law School of Harvard University.
- NegotiatingEdge (http://www.negotiatingedge.com/)
The Negotiating Edge is a global consulting company that provides training
and consulting services in negotiation, sales negotiation, project management
negotiation, negotiation for purchasers, persuasion and influence skills,
cross-cultural negotiation, and conflict resolution as well as targeted
programs for negotiators.
- International Computer Negotiations, Inc. (http://www.dobetterdeals.com/)
ICN is a consulting organization, dedicated to helping technology professionals
get the best deals possible when negotiating with suppliers. Using ICN's
proven methodology—the Managed Acquisition Process™ or MAP™—allows
clients to manage negotiations as a process, not an event. Negotiations
begin the first time a sales rep calls and ends when the contract expires.
The ICN approach allows you to effectively negotiate fair contracts
that ensure rights, remedies and flexibility for you, the customer,
and establish clear performance standards for the supplier.
- Contract Management Solutions (http://www.cmsi.com/)
Contract Management Solutions Inc's (CMSI) mission is to be the leading
technology solutions provider of web-based contract management software,
offering, the most widely used solutions which encompass the entire
contract life-cycle, delivered through ASP and In-house licensing. CMSI's
total life-cycle solution includes: project and funding approval; financial
systems integration; development and change management of standard form
documents; contract request and document production; negotiation of
the contract; visibility and availability of all versions of the document
from initial creation through the executed document; contract event
management; renewal and business process management.
- UpsideContract (http://www.upsidecontract.com/)
UpsideContract, a contract management software, is provided by Upside
Software Inc. located in Edmonton, Alberta, Canada. The software offers
a fully automated web-enabled contract management process that starts
from creating the contract request to developing the RFX (e.g. RFP)
and then to opportunity posting, vendor submissions, evaluation, negotiation,
signing, managing, tracking performance and deliverables, handling the
finances (e.g. payments) and on-going monitoring. As well, contract
renewals, amendments and change orders are all handled smartly and efficiently.
The system also offers online contract negotiation. The solution allows
companies to streamline their contract management process and improve
their supplier relations (part of their supply chain integration process).
- WinSquared Software (http://www.winxwin.com/)
Based on 6 years of research on negotiation theory, 27 years of legal
practice, and 8 years of professional programming, David and Bryan Ferguson
founded Arcadian Software with the intent of offering everyone a systematic
guide to Winning in Negotiation. Win² is innovative negotiation
software that will help you communicate effectively, reach agreement
and obtain cooperation. Using a database of more than 600 techniques,
Win² analyzes the unique facts of your situation and recommends
practical approaches for exchanging information, making proposals and
Online dispute resolution services
Recognizing the market demand, there has been recent growth in the number
of online resolution services coming to the market.
- Internet Neutral (http://www.internetneutral.com/)
Internet Neutral administrates the mediation process. It employs a standard
mandatory mediation clause, which can be easily inserted into your commercial
contract. This clause requires a party who disputes an Internet transaction
with you in some respect to serve a written notice upon you and the
Internet Neutral, whereupon you will respond in writing to the disputing
party and the Internet Neutral. To prepare mediation, a mediation agreement
has to be signed by the parties involved and the mediation is scheduled
and conducted jointly or privately through email, instant message, chatting
room or videoconferencing.
- NovaForum (http://www.novaforum.com/)
In June 2000, three Toronto-based lawyers launched Novaforum Inc., Canada’s
first online arbitration service that offers businesses a fast and affordable
way to resolve legal conflicts online with a verdict guaranteed within
72 hours – anywhere, anytime. NovaForum’s services resolve
grievances through a third-party online “e-mediator” who
uses email, phone meetings, video conferencing or secure chat-type meetings
to help bring about a solution. Due to the voluntary nature of the service
(both parties must agree to participate), rates of compliance with NovaForum’s
solutions are higher than other forms of judgment.
- Online Resolution (http://www.onlineresolution.com/)
Onlineresolution.com provides three types of dispute resolution services
including online negotiation, online mediation, and online arbitration.
In cooperation with mediate.com, Online Resolution, Inc. has licensed
a secure online groupware called Resolution Room. Dispute resolution
professionals may purchase Resolution Rooms for use in their private
practices. The threaded discussion capability clearly organizes issues
or topics of concern. Rooms are password protected and accessible from
any web browser, so parties do not need special software to participate.
- Square Trade (http://www.squaretrade.com/)
The SquareTrade Online Dispute Resolution Service (ODR) is a fast and
convenient way for parties anywhere in the world to resolve issues that
have arisen over online transactions. During ODR, parties work together
to resolve problems within the SquareTrade system quickly, either independently
using our Direct Negotiation tool, through mediation, or through arbitration.
The Online Dispute Resolution service is completely web-based and capable
of handling disputes between parties based in different countries.
- All Settle (http://www.allsettle.com/)
Allsettle is an automated Internet dispute resolution service. Claimants
and Claims Adjusters can make confidential demands and offers. Once
a demand is entered, Claimants will be notified of the lowest possible
settlement amount before finalizing their demand. Once an offer is entered,
Claims Adjusters will be notified of the highest possible settlement
amount before finalizing their offer. If the settlement offer is the
same or greater than the Claimant’s demand, the claim is settled
for the demand amount. If an offer and a demand are within 1/3 of one
another, the claim will be settled for the median amount. If the offer
and demand differ by more than 1/3, the claim will not settle. Two parties
can adjust their demands and offers many times in order to reach a settlement.
For complex issues, however, this type of service may be inadequate.
- SmartSettle.com (http://www.smartsettle.com)
SmartSettle is a secure negotiation support system using optimisation
to produce fair and efficient solutions. It provides unattended, automated
process for simple cases and facilitated process for more complex cases.
It will span the gamut from very simple single-issue two-party cases
to complex problems involving any number of decision makers with conflicting
objectives on both quantitative and qualitative issues. Parties may
choose to keep their offers confidential (a type of blind bidding) or
reveal published proposals. By default, all preferences are kept confidential
by a neutral site that manages all data. What is revealed to other parties
is done only by explicit approval. Based on the assessment of both parties’
private preferences and tradeoffs, SmartSettle is able to suggest a
tentative optimal solution for easy acceptance of both parties.
October 29, 2003