E-negotiation System Development: Using Negotiation Protocols to Manage Software Components

Kim, Jin Baek; Kersten, Gregory E.; Law, Ka Pong; Strecker, Stefan

doi:10.1007/s10726-006-9052-8

Cited by 7 publications

(3 citation statements)

References 11 publications

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“…The interaction between the negotiation parties is computer-mediated using the Invite negotiation platform. 12,26 Both parties receive identical information on the case that describes the issues and options as well as the negotiation context including general information about the other side's interests, e.g., that the young artist pursues mainly altruistic goals and that the contract manager is known for promoting new talent. The publicly known information does not state whether a breakdown in negotiation is possible and does not specify a BATNA.…”

Section: Experimental Study and Datasetmentioning

confidence: 99%

The Impact of Analytical Support and Preference Determination on Consistency in E-Negotiations — A New Method and Preliminary Results

Filzmoser

Ríos

Strecker

et al. 2010

Int. J. Info. Tech. Dec. Mak.

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This paper explores whether the decisions made by a negotiator during negotiations are consistent with her preferences. By considering the entire set of offers exchanged during a negotiation, the measures of consistency developed in this paper provide a compact representation of important behavioral characteristics throughout the negotiation process.The consistency measures developed in this paper are validated with data from an experimental study in which the impact of two factors on negotiation processes is studied: the availability of analytical support and imposed vs. elicited preferences. We find that negotiators behave more consistently when preferences are assigned to them by the experimenters than when their preferences are elicited. On the other hand, an impact of analytical support is only found when preferences are elicited. These results shed light on both the design of negotiation experiments and the development of negotiation support systems.

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Section: Experimental Study and Datasetmentioning

confidence: 99%

The Impact of Analytical Support and Preference Determination on Consistency in E-Negotiations — A New Method and Preliminary Results

Filzmoser

Ríos

Strecker

et al. 2010

Int. J. Info. Tech. Dec. Mak.

Self Cite

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“…According to Ströbel and Weinhardt (2003), Kersten and Lai (2007a) and Kim et al (2007), the software and systems described in scientifi c literature and designed to assist negotiators and to automate negotiations include: decision support systems (DSS), group decision support systems (GDSS), negotiation decision support systems (NDSS), meeting support systems (MSS), negotiation software agents and negotiation software agents-assistants. All of them now are commonly classifi ed as electronic negotiation systems (ENS) (Ströbel and Weinhardt, 2003;Kersten and Lai, 2007a).…”

Section: Electronic Negotiation Systemsmentioning

confidence: 99%

The Web–based Real Estate Multiple Criteria Negotiation Decision Support System: A New Generation of Decision Support Systems

Urbanavičienė

Kaklauskas

Zavadskas

et al. 2009

International Journal of Strategic Property Management

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The negotiations are an inseparable part of the real estate buying and selling process. Currently real estate are characterized by the intensive creation and use of information, knowledge and automation (software, knowledge and decision support systems, neural networks, etc.) applications. It is commonly agreed that a better integration of information, knowledge and automation applications, as well use of voice stress analysis (one of biometric technologies) might be an efficient mean for decision making in real estate negotiations. Voice stress analysis can help the negotiators to distinguish between truth and lies, improve the value of decisions made, significantly speed up real estate sector processes, help to reach a better real estate sales and purchase agreement terms and decrease the overall cost of real estate search and negotiation processes. The authors’ objective is to improve the quality and efficiency of decision support systems. The article analyses scientific research related to negotiations and presents the developed Web–based Real Estate Multiple Criteria Negotiation Decision Support System with integrated voice stress analysis– a new generation of Decision Support Systems. Santruka Derybos yra neatskiriama nekilnojamojo turto pirkimo ir pardavimo proceso dalis. Dabartiniam nekilnojamojo turto sektoriui būdingas intensyvus informacijos, žiniu ir automatizavimo naudojimas bei kūrimas (programine iranga, žiniu ir sprendimu paramos sistemos, neuroniniai tinklai ir pan.). Sutariama, kad geresnis informacijos, žiniu, automatizavimo, taip pat balso streso analizes (biometrines technologijos) integravimas pagreitina nekilnojamojo turto sektoriaus veikla. Balso streso analize gali padeti derybininkams atskirti, kada sakoma tiesa, o kada meluojama, padidina priimamu sprendimu naudinguma, paspartina nekilnojamojo turto paieškos ir derybu procesus, padeda pasiekti naudingesniu pirkimo ir pardavimo sutarties salygu bei sumažina nekilnojamojo turto paieškos ir derybu proceso kaina. Straipsnio autoriai, siekdami pagerinti sprendimu paramos sistemu kokybe ir efektyvuma, analizuoja mokslininku atliktu derybu srities tyrimu rezultatus ir pristato sukurta nekilnojamojo turto derybu internetine sprendimu paramos sistema su integruota balso streso analizes technologija kaip naujos kartos sprendimu paramos sistema.

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“…All of them now are commonly classified as electronic negotiation systems (ENS) (Kim et al 2007;Kersten, Lai 2010).…”

Section: Introductionmentioning

confidence: 99%

Facilitating the Housing Bargaining With the Help of the Bargaining Decision Support System

Urbanavičienė

Kaklauskas

Zavadskas

et al. 2014

International Journal of Strategic Property Management

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More than 90 percent home buyers today rely on the Internet as one of their primary research sources and real estate related searches continually grows. Internet helps buyers to find and select bigger number of right homes for sale in a shorter time, so provides more alternatives for bargaining. The bargaining is an inseparable part of the home buying and selling process. However, housing bargaining mostly is conducted face-to face, so there is a growing need for facilitating the housing bargaining and conducting such bargaining on the Web with the help of the systems. The article describes the developed Real-Time Housing Multiple Criteria Bargaining Decision Support System, based on multiple-criteria mathematical methods, which helps to improve the efficiency of bargaining through the following functions: search for housing alternatives; formulation of the initial comparative table of alternatives; multiple criteria analysis of housing alternatives and negotiation tactics; determination of the most useful home option for buying; presentation of recommendations and real-time determination of a home's market value; e-bargaining using templates of bargaining e-mails generated by the system.

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E-negotiation System Development: Using Negotiation Protocols to Manage Software Components

Cited by 7 publications

References 11 publications

The Impact of Analytical Support and Preference Determination on Consistency in E-Negotiations — A New Method and Preliminary Results

The Impact of Analytical Support and Preference Determination on Consistency in E-Negotiations — A New Method and Preliminary Results

The Web–based Real Estate Multiple Criteria Negotiation Decision Support System: A New Generation of Decision Support Systems

Facilitating the Housing Bargaining With the Help of the Bargaining Decision Support System

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