Negotiation analysis in the implementation process of an information system

Abstract

In this paper, we address an issue of resolving con-flict of interests in the implementation process of an information system for advanced telecommunication services. Using the decision analytic approach, the major sources of disagreement among the stakeholders were identified, discussed, and resolved. The approach turned out to be a viable and a very useful tool for negotiation. As a result of the successful application, it was estimated to have saved $6.9 million dollars after tax for AT&T.