Negotiation Process from a Systems Perspective

  • Sara Sadvandi
  • Hycham Aboutaleb
  • Cosmin Dumitrescu
Conference paper


Systems engineering covers a wide range of activities, which require know-how transmission between people and disciplines working in different domains. Negotiation is mentioned as one of these activities, in (IS/IEC 15288) and is essential to the overall system engineering process. It can also occur as a result of specific project organization issues, between different departments or organizations, negotiation between stakeholders for contradictory requirements, allocation of internal tasks in large organizations, system design trade-offs etc.. The lack of a thorough description of the negotiation process, as well as its complexity, that results from the wide range of possible scenarios, richness and uncertainty of the contextual information, diverse human behavior, leaves its organization and implementation to the preference of the systems engineer or program manager. Conflict situations, decisions shared between multiple actors, acquisitions in systems engineering, are all resolved through negotiation and the use of laws, rules and process formalization. We believe that a system approach can greatly improve understanding of the potential scenarios and the relation to constraints coming from within and outside the group, to the objectives of each actor, as well as to decisions taken inside the group in the course of the negotiation process. It also facilitates achieving an optimal outcome of the negotiation process in relation to the purpose of each participant. In this paper we analyze the negotiation process from a system’s perspective by defining a framework for analysis and optimal resolution of a given negotiation case. We propose a general interpretation that is compatible with formalized processes meant to close deals between different actors.


Negotiation Process System Perspective Holistic View Conceptual Layer Dynamical Layer 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.


  1. 1.
    ISO/IEC 15288. Systems and software engineeringGoogle Scholar
  2. 2.
    Guideline Systems Engineering for Public Works and Water Management, Ministry of Water Management, 2nd edn. The Nederlands (May 2008)Google Scholar
  3. 3.
    Simon, H.A.: The Architecture of Complexity (1962)Google Scholar
  4. 4.
    Rittmann, S.: A methodology for modeling usage behavior of multi-functional systemsGoogle Scholar
  5. 5.
    Bériot, D.: Manager par l’approche systémique. Editions d’Organisation (2006)Google Scholar
  6. 6.
    Aboutaleb, H., Boutin, S., Monsuez, B.: A hierarchical approach to design a V2V intersection assistance syste. In: CSDM 2010 (2010)Google Scholar
  7. 7.
    Fisher, R., Ury, W.: Getting to Yes: Negotiating Agreement Without Giving In (1981)Google Scholar
  8. 8.
    Rhodes, D.H., Ross, A.M.: Five aspects of engineering complexes systems. In: 4th Annual IEEE Systems Conference in San Diego, California, April 5-8 (2010)Google Scholar
  9. 9.
    Cai, X., McKinney, D.C.: A Multiobjective Analysis model for Negotiations in Regional Water Resources Allocation, AM. In: ASCE 1997 (1997)Google Scholar
  10. 10.
    Huillon, J.-P.: La logique systémique au service de la négociation (2010)Google Scholar
  11. 11.
    de Weck, O.L.: Multivariable Isoperformance Methodology for Precision Opto-Mechanical Systems (September 2001)Google Scholar
  12. 12.
    Mostashari, A.: Stakeholder-Assisted Modeling and Policy Design Process for Engineering Systems (2005)Google Scholar
  13. 13.
    Krob, D.: Architecture of complex systems: why, what and how? Stanford University (2007)Google Scholar
  14. 14.
    Krob, D.: Eléments d’architecture des systèmes complexes. CNRS Editions, pp. 179–207 (2009)Google Scholar

Copyright information

© Springer Berlin Heidelberg 2012

Authors and Affiliations

  • Sara Sadvandi
    • 1
  • Hycham Aboutaleb
    • 2
  • Cosmin Dumitrescu
    • 3
  1. 1.System Engineering DepartmentSodiusNantesFrance
  2. 2.Ecole PolytechniquePalaiseauFrance
  3. 3.Paris-1 UniversityParisFrance

Personalised recommendations