International negotiation: Analysis, approaches, issues

Crary, Daniel R.

doi:10.1016/0147-1767(92)90020-u

Cited by 1 publication

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“…In what follows, we determine the five parameters that have to be considered when computing the three elements of reputation (the direct reputation of the firm, the indirect reputation of the firm, and the difference in beliefs between the applicant (government) and the firm: 1) negotiation field [ First, the field of a negotiation refers to the importance of the negotiation terms [9] [14]. A negotiation on a contract of one million dollars is more important than a negotiation on a contract of a thousand of dollars [19][23] [29].…”

Section: Reputation In Multiagent Systemsmentioning

confidence: 99%

A reputation based electronic government procurement model

Klabi

Mellouli

Rekik

2013

Proceedings of the 7th International Conference on Theory and Practice of Electronic Governance

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E-procurement systems allow governments to efficiently management their contracts by improving interactions with suppliers, and by increasing transparency. Governments generally choose their suppliers based on the minimum price. However, other criteria than price may be considered to help governments choose the best suppliers. This paper proposes a formal reputation model that is intended to determine the winners of an eprocurement process. The proposed model combines three elements: (1) the direct reputation of the supplier, (2) the indirect reputation of the supplier, and (3) the difference in beliefs between the government and the supplier. Using a multi-agent approach, the proposed model compares between situations where reputation is integrated along price for selecting suppliers and when it is not. Results show that the proposed reputation model may lead to lower costs.

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Section: Reputation In Multiagent Systemsmentioning

confidence: 99%