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Negotiation software
Today’ technology allows us to communicate with anyone, anytime, anywhere. Can it help us decide what to say?
Computers have beaten the best human chess players in the world. Can they compete in the game of life? Can they persuade, negotiate or resolve conflict?
A few years ago the answer to these questions would have been "no". Now software has taken the first step toward "yes". It is the first software to analyze negotiations and recommend strategies and tactics tailored to its user’s goals, style and level of assertiveness.
Negotiation software's ability to analyze human interaction is based on several new ideas that allow negotiation theory to be applied to a broad variety of subjects including persuasion, sales and conflict resolution. These ideas, involving objects, supply and demand, perceived value, tactics and activities, also allow negotiation to be formulized in a manner that a computer can interpret.
The first idea is that the programming concepts of "objects", "properties" and "events" can be applied to negotiation. In programming, "objects" are things such as pictures, letters and sounds. Each object has "properties" that define its exact nature. In a word processing program, for example, a letter is an object. The letter has properties such as font, size and color. It is subject to "events" such as click, double-click and right-click.
Negotiation software applies this programming methodology to negotiation by defining "objects" as products, services, actions and inactions. Negotiation objects have properties such as quality, usefulness and scarcity. Each negotiation object is subject to events such as make proposal, debate proposal and sell proposal.
The second idea is that an object’s value is determined by the fundamental principles of supply and demand. The more desirable or useful an object is, the more someone will give to get it. The more scarce or unattainable an object is, the more someone will give to get it.
Negotiation software applies this idea by relating all of a negotiation object’s properties to supply and demand. For example, quality and usefulness relate to demand while scarcity relates to supply. Altogether Negotiation software defines twelve properties that affect value. In preparing its recommendations, it weighs each of the properties and then calculates the object’s overall "value".
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