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Inspire© is a Web-based negotiation support system. It contains a facility for specification of preferences and assessment of offers, an internal messaging system, graphical displays of the negotiation's progress, and other capabilities. The system is flexible and can be used in the following ways.

Using Inspire requires following a sound approach to negotiation that has been proposed by experts and is the cornerstone of negotiation analysis. These steps comprise:

  1. preparation,
  2. conduct of negotiation, and
  3. post-agreement negotiation.

Specific terms used in negotiation analysis and in Inspire are explained in our glossary. Answers to frequently asked questions are in the FAQ page.

Five ways to use Inspire

  1. Game
    As a game Inspire provides an opportunity to practice and sharpen your bargaining skills. For inexperienced negotiators Inspire's clear steps provide a guide through the negotiation process. For more experienced practitioners the system allows the player to graphically track the development of the negotiation through numerous rounds of offers and counter-offers. You can elaborate your arguments for your position through the message facility.

  2. DSS for the pre-negotiation phase
    One of the key features of Inspire is that it can act as an individual decision support system. Before beginning the actual negotiation players must consider the importance of each issue as well as the acceptability of each option within an issue. This forces the negotiator to define her/his preferences over issues and to consider what trade-offs may be required. The system also presents estimates of the utility of the various combinations of options and overall utility of complete packages.

  3. Negotiation simulator
    Inspire can also act as a simulator to prepare you for a particular negotiation. The system is designed so that cases may be entered by users. When faced with an upcoming negotiation, the user can engage in mock negotiations to understand how the issues may emerge once the bargaining has begun in earnest. One could even use Inspire to parallel an ongoing negotiation. After each offer the opponent's offer could be entered to understand what progress, if any, is being made and what trade-offs are emerging.

  4. Negotiation support system
    Inspire can also act as an NSS and support and facilitate real-life negotiations. The system is designed so that two parties who can agree on the issues and the possible options for those issues can negotiate over the Web. This is an obvious advantage when the parties are widely separated and may have difficulty arranging meetings. Using Inspire is also helpful when post-settlement improvement is likely.

  5. Research and training tool
    Finally, Inspire has an international dimension. The current implementation of the system links players from around the world. This reflects the current reality of economic organizations. Through Inspire users can study and practice international negotiating involving people from diverse cultures to help understand how differing values and expectations may influence the negotiation process.

Using Inspire

There are three basic steps that are usually followed in any negotiation:

  • Preparation for the negotiation, during which you study the situation, identify the stakeholders, and develop a very clear understanding of the issues and interests involved. To help you do this step, Inspire provides you with a detailed description of your negotiation case and then guides you through a sequence of pages on which you tell the system how important each issue and each alternative is to you. This step is also called preference elicitation. The information so obtained is used by Inspire in the next step to give you helpful feedback when constructing new offers or evaluating your counterpart's offers.

  • The actual conduct of the negotiation during which you and your counterpart exchange a series of messages and offers, creating a suitable atmosphere for the negotiation, presenting your side of the case, and bargaining until you reach an agreement. Inspire gives you menus by which you can construct offers, and boxes for messages. It further supports you by displaying a rating (score) beside each offer based on your preference information from the first step, and by plotting a graph of the history of both sides of your negotiation (entirely from your perspective)

  • The post-settlement period during which you have the option of renegotiating an agreement that you have already reached. Based on the preference information provided by both you and your counterpart, Inspire determines whether the agreement you have reached is an "optimal" one in the sense that neither of you can improve it without loss to the other side. (This is also known as a "nondominated" or "Pareto-optimal" agreement.) If Inspire can suggest better packages than the one you have agreed upon, you are shown some of the possibilities and given the option of continuing the negotiation until you reach another agreement.

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If you would like to try Inspire please use the Negotiation request page.
We will send you a confirmation and then you will have the system at your service.

NOTE: You will need a browser that understands tables and JavaScript. Otherwise you will have problems.

 
last modified on 01/18/03