The importance of IS stakeholder perspectives and perceptions to requirements negotiation

Project managers and developers need to acknowledge the influence of IS stakeholders’ perspectives and perceptions on the outcome of requirements negotiation - the essential component of requirements elicitation. This paper describes a conceptual study, which demonstrates such an influence and asserts that stakeholder perspectives, goals and issues are the key to negotiators’ perceptions of the system requirements. Analysis of two seminal IS case studies further supports this assertion and indicates that goals, perspectives and prior experience with negotiation techniques can guide stakeholders bargaining behaviour during requirements negotiation. Our findings also show that to achieve consensus on requirements, stakeholder perspectives must be aligned or accepted by negotiating parties. Achieving alignment of perspectives, however, is quite difficult because during requirements elicitation stakeholders’ goals continually alter due to their acquisition of technical and business knowledge, development of inter-personal relationships and creation of new perceptions of issues relevant to requirements negotiation.

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