Integrating web and mobile knowledge management tools to improve negotiations

摘要

One of the most essential problems during negotiations is to know what people aim to claim. Although it sounds strange, most professionals go into the negotiation table without enough preparation. Regarding preparation it is important to understand that this is the stage when professionals have to anticipate the counterpart's interests, alternatives, concessions and possible changes in strategy. Experienced negotiators usually keep in their mind the whole negotiation and, most of the time, they still have personal notes about the deal. Indeed, people have memory limits and this may disrupt even the cleverest ones. Therefore, Negotiation Support Systems can help to store this information and also manipulate it in the future. In this direction, this work presents an environment focused on a negotiation preparation step, mainly considering knowledge management and mobile technologies. The article shows how these concepts may carry out the preparation stage, advantages to use it and available reports. Besides, some experiments and results will be also addressed in this work.