Skip to main content
SpringerLink
Log in

Requirements Negotiation

  • Chapter
Engineering and Managing Software Requirements

Abstract

Negotiation is regarded as crucial in many disciplines, and negotiation methods and tools are increasingly studied by requirements engineering researchers and practitioners. The objectives of this chapter are to motivate the need for negotiation in requirements engineering, to introduce fundamental concepts and terminology, and to provide an overview about negotiation research. We structure the existing research (a) by presenting a general negotiation process highlighting typical negotiation stages; (b) by introducing a framework covering important dimensions of requirements negotiation comprising the conflict resolution strategy, the collaboration situation of the stakeholders, and the degree of negotiation tool support; and (c) by discussing and classifying existing negotiation tools using the general process and framework.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 129.00
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 169.00
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 169.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  1. (2002) Workbook on international negotiation. Netherlands institute of international relations Clingendael, 69p.

    Google Scholar 

  2. Beck K (1999) Extreme programming explained: Embrace change. Addison-Wesley

    Google Scholar 

  3. Boehm BW (1988) A spiral model of software development and enhancement. IEEE Computer. 21(5): 61–72

    Google Scholar 

  4. Boehm BW (2000) Requirements that handle IKIWISI, COTS, and rapid change. IEEE Computer. 33(7): 99–102

    Google Scholar 

  5. Boehm BW (2000) Spiral development: Experience, principles and refinements. Han-sen WJ, Editor, CMU/SEI-00-SR-08

    Google Scholar 

  6. Boehm BW, Abi-Antoun M, Port D, Kwan J, Lynch A (1999) Requirements engineering, expectations management, and the two cultures. In: Proceedings of IEEE International Symposium on Requirements Engineering, pp.14–22

    Google Scholar 

  7. Boehm BW, Bose P (1994) A collaborative spiral software process model based on Theory W. In: Proceedings of Conference on the Software Process, pp.59–68

    Google Scholar 

  8. Boehm BW, Bose P, Horowitz E, Lee MJ (1994) Software requirements as negotiated Win conditions. In: Proceedings of IEEE CS 1st International Conference on Requirements Engineering. Colorado Springs, Colorado, USA

    Google Scholar 

  9. Boehm BW, Egyed AF, Kwan J, Port D, Shah A, Madachy R (1998) Using the Win-Win spiral model: A case study. IEEE Computer. 31(7): 33–44

    Google Scholar 

  10. Boehm BW, Port D, Al-Said M (2000) Avoiding the software model-clash spiderweb. IEEE Computer, pp.120–123

    Google Scholar 

  11. Boehm BW, Ross R (1989) Theory-W software project management: Principles and examples. IEEE Transactions on Software Engineering, 15(7): 902–916

    Article  Google Scholar 

  12. Bose P, Zhou X (1999) WWAC: WinWin abstraction based decision coordination. In: Proceedings of International Conference on Work activities Coordination and Collaboration. San Francisco, California, United States: ACM Press, pp.127–136

    Google Scholar 

  13. Briggs RO, de Vreede GJ, Nunamaker JF (2003) Collaboration Engineering with ThinkLets to pursue sustained success with group support systems. Journal of Man-agement Information Systems, 19(4): 31–63

    Google Scholar 

  14. Briggs RO, Grünbacher P (2002) EasyWinWin: Managing complexity in requirements negotiation with GSS. In: Proceedings of the 35th Annual Hawaii International Conference on System Sciences (HICSS-35.02). Big Island, Hawaii

    Google Scholar 

  15. Curtis B, Krasner H, Iscoe N (1988) A field study of the software design process for large systems. Communications of the ACM, 31: 1268–1287

    Article  Google Scholar 

  16. Damian D (2001) Negotiation behavior and group interaction in face-to-face and distributed requirements negotiations: four case studies. In: Proceedings of the 6th Australian Workshop on Requirements Engineering. Sydney, Australia, pp.22–31

    Google Scholar 

  17. Damian D, Eberlein A, Shaw M, Gaines BR (2000) Using different communication media in requirements negotiation. IEEE Software. 17(3): 28–36

    Google Scholar 

  18. Damian DE, Eberlein A, Shaw MLG, Gaines BR (2003) An exploratory study of facilitation in distributed requirements engineering. Requirements Engineering Journal 8(1):23–41

    Google Scholar 

  19. Deutsch M (1973) The resolution of conflict. Yale University Press, New Haven

    Google Scholar 

  20. Easterbrook S (1991) Handling conflict between domain descriptions with computer-supported negotiation. Knowledge Acquisition: An International Journal, 3: 255–289

    Google Scholar 

  21. Egyed A, Grünbacher P (2004) Identifying requirements conflicts and cooperation: How quality attributes and automated traceability can help. IEEE Software, November/December, pp.50–54

    Google Scholar 

  22. Fickas S, Feather M (1995) Requirements monitoring in dynamic environments. In: Proceedings of 2nd IEEE International Symposium on Requirements Engineering, pp.140–147

    Google Scholar 

  23. Fisher R, Ury W (1983) Getting to yes: Negotiation agreement without giving in. New York. Penguin Books

    Google Scholar 

  24. Fjermestad J, Hiltz R (2000) Case and field studies of group support systems: An empirical assessment. In: Proceedings of 33rd International Hawaii Conference on System Science, January, Mauii, Hawaii, 1: 4–7

    Google Scholar 

  25. Galin A, Gross M, Gosalker G (1993) E-negotiation versus face-to-face negotiation. What has changed-If anything?, Tel Aviv University: Tel Aviv, Accessed on 3rd December 2004, http://www.recanati.tau.ac.il/research/IIBR/obhr/amira_miron.doc

    Google Scholar 

  26. Grünbacher P, Braunsberger P (2003) Tool support for distributed requirements negotiation. In: Cooperative methods and tools for distributed software processes. De Lucia A, Gall H (Eds.) FrancoAngeli: Milano, Italy, pp.56–66.

    Google Scholar 

  27. Grünbacher P, Briggs RO (2001) Surfacing tacit knowledge in requirements negotiation: Experiences using easy WinWin. In: Proceedings of 34th Hawaii International Conference on System Sciences, 3–6 January, Maui, Hawaii, Vol.1, pp.1024

    Google Scholar 

  28. Grünbacher P, Halling M, Biffl S, Kitapci H, Boehm BW (2004) Integrating collaborative processes and quality assurance techniques: Experiences from requirements negotiation. Journal of Management Information Systems, 20(4): 9–29

    Google Scholar 

  29. Grünbacher P, Stallinger F, Maiden NAM, Franch X (2003) A negotiation-based framework for requirements engineering in multi-stakeholder distributed systems. Requirements Engineering and Open Systems (REOS). Monterey, CA, Accessed on 3rd December 2004, http://www.cs.uoregon.edu/~fickas/REOS/

    Google Scholar 

  30. Hall RJ (2002) Open modeling in multi-stakeholder distributed systems: requirements engineering for the 21st Century. In: Proceedings of 1st Workshop on the State of the Art in Automated Software Engineering. U.C. Irvine, Institute for Software Research

    Google Scholar 

  31. Herlea DE (1998) Computer supported collaborative requirements negotiation. In: Proceedings of KAW’98. Banff, Alberta, Canada, Accessed on 3rd December, 2004, http://ksi.cpsc.ucalgary.ca/KAW/KAW98/herlea/

    Google Scholar 

  32. Herlea DE (1999) User participation in requirements negotiation. ACM SIGGROUP Bulletin. 20(1): 30–35

    Google Scholar 

  33. In H, Roy S (2001) Visualization issues for software requirements negotiation. In: Proceedings of Computer Software and Applications Conference, pp. 10–15

    Google Scholar 

  34. Jelassi MT, Foroughi A (1989) Negotiation support systems: An overview of design issues and existing software. Decision Support Systems, 5: 167–181

    Google Scholar 

  35. Johansen R (1988) Groupware: Computer support for business teams, New York. The Free Press

    Google Scholar 

  36. Keeney RL, Raiffa H (1976) Decisions with multiple objectives: Preferences and value tradeoffs. J. Wiley & Sons, NY

    Google Scholar 

  37. Kersten G (2004) E-negotiation systems: Interaction of people and technologies to resolve Conflicts. In: Proceedings of 3rd Annual Form on Online Dispute Resolution 5–6 July, Melbourne Australia

    Google Scholar 

  38. Kersten G, Noronha SJ (1997) Negotiation via the World Wide Web: A cross-cultural study of decision making. An Interim Report, Access on 3rd December 2004, http://www.iiasa.ac.at/Publications/Documents/IR-97-052.pdf

    Google Scholar 

  39. Kersten GE, Lo G (2003) Aspire: Integration of Negotiation Support System and Software Agents for E-Business Negotiation. International Journal of Internet and Enterprise Management, 1(3): 293–315

    Article  Google Scholar 

  40. Kersten GE, Noronha SJ (1999) Negotiations via the World Wide Web: A crosscultural study of decision making. Group Decision and Negotiations, 8(3): 251–279

    Google Scholar 

  41. Kotonya G, Sommerville I (1996) Requirements engineering with viewpoints. Software Engineering Journal, 11: 5–18

    Google Scholar 

  42. Lamsweerde Av (2000) Requirements engineering in the year 00: A research perspective. In: Proceedings of the 22nd International Conference on Software Engineering. Limerick, Ireland, pp.5–19

    Google Scholar 

  43. Lamsweerde Av (2001) Goal-oriented requirements engineering: A guided tour. In: Proceedings of International Conference on Requirements Engineering’01 Tutorial Notes

    Google Scholar 

  44. Lim LH, Benbasat I (1992–93) A Theoretical Perspective of Negotiation Support Systems. Journal of Management Information Systems, 9(3): 27–44

    Google Scholar 

  45. Nunamaker JF, Briggs RO, Mittleman DD, Vogel DR, Balthazard PA (1997) Lessons from a dozen years of group support systems research: A discussion of lab and field findings. Journal of Management Information Systems, 13(3): 163–207

    Google Scholar 

  46. Nuseibeh B, Easterbrook S (2000) RE: A Roadmap. In: Proceedings of 22nd International Conference on Software Engineering, Special Issue: ACM-IEEE, pp.37–46

    Google Scholar 

  47. Park J, Port D, Boehm BW (1999) Supporting distributed collaborative prioritization. in Software Engineering Conference, pp. 560–563

    Google Scholar 

  48. Pruitt DG, Carnevale PJ (1993) Negotiation in social conflict. Buckingham. Open University Press

    Google Scholar 

  49. Rapoport A (1974) Game theory as a theory of conflict resolution. D. Reidel Publ. Co., Dordrecht, Holland

    Google Scholar 

  50. Robbins S (1989) Organizational behavior: Concepts, controversies and applications. 4th edition, Prentice Hall, NJ

    Google Scholar 

  51. Robinson WN, Fickas S (1994) Supporting multi-perspective requirements engineering. In Proceedings of IEEE Conference on Requirements Engineering, pp.206–215

    Google Scholar 

  52. Robinson WN, Volkov V (1998) Supporting the negotiation life cycle. Communications of ACM, 41(5): 95–102

    Article  Google Scholar 

  53. Schmid B, Lindemann M (1993) Elements of a reference model for electronic markets. In: Proceedings of the 31st Hawaii International Conference on System Sciences, IEEE Computer Society Press, pp.193–200

    Google Scholar 

  54. Schoop M, Jertila A, List T (2003) Negoist: a negotiation support system for electronic business-to-business negotiations in e-commerce. Data & Knowledge Engineering, 47(3): 371–401

    Article  Google Scholar 

  55. Seyff N, Grünbacher P, Maiden NAM, Tosar A (2004) RE Tools Go Mobile. In: Proceedings of the 26th IEEE International Conference on Software Engineering (Research Demo), IEEE Computer Society Press.

    Google Scholar 

  56. Sharp H, Finkelstein A, Galal G (1998) Stakeholder identification in the requirements engineering process. In: Proceedings of 10th International Workshop on Database & Expert Systems Applications. Florence, Italy, pp.387–391

    Google Scholar 

  57. Souren P (2001) Collective memory support in negotiation: A theoretical framework. In: Proceedings of the 34th Hawaii International Conference on System Sciences, pp.1–8

    Google Scholar 

  58. Standish Group (2001) Extreme CHAOS report. The Standish Group, 196 Old Townhouse Road, West Yarmouth, MA 02673 — http://www.standishgroup.com

    Google Scholar 

  59. Strauss A (1978) Negotiations: Varieties, contexts, processes and social order. Jossey-Bass Publishers, San Francisco, CA

    Google Scholar 

  60. Sutcliffe AG (2002) User-Centred Requirements Engineering. Springer, London

    Google Scholar 

  61. Thomas K (1976) Conflict and conflict management. In: Handbook of industrial and organizational psychology. Dunnette MD (Ed.) Rand McNally College Publishing Company, Chicago, pp.889–935

    Google Scholar 

Download references

Authors
  1. Paul Grünbacher
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Norbert Seyff
    View author publications

    You can also search for this author in PubMed Google Scholar

Editor information

Editors and Affiliations

  1. School of Information Systems, Technology and Management, University of New South Wales, Sydney, NSW, 2052, Australia

    Aybüke Aurum

  2. School of Engineering, Blekinge Institute of Technology, Box 520, 372 25, Ronneby, Sweden

    Claes Wohlin

Rights and permissions

Reprints and permissions

Copyright information

© 2005 Springer-Verlag Berlin Heidelberg

About this chapter

Cite this chapter

Grünbacher, P., Seyff, N. (2005). Requirements Negotiation. In: Aurum, A., Wohlin, C. (eds) Engineering and Managing Software Requirements. Springer, Berlin, Heidelberg. https://doi.org/10.1007/3-540-28244-0_7

Download citation

  • DOI: https://doi.org/10.1007/3-540-28244-0_7

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-540-25043-2

  • Online ISBN: 978-3-540-28244-0

  • eBook Packages: Computer ScienceComputer Science (R0)

Publish with us

Policies and ethics

Search

Navigation