In Pursuit of IT Artifact Generality: The Case of Predictive Model for Electronic Negotiation Support

2010 ◽  
pp. 542-545
Author(s):  
Rustam Vahidov ◽  
Réal André Carbonneau ◽  
Gregory E. Kersten
Keyword(s):  
Predictive Model ◽  
Negotiation Support ◽  
Electronic Negotiation ◽  
It Artifact

The Roles of Online Intermediaries in Collective Memory-Supported Electronic Negotiation

2010 ◽  
pp. 1831-1847
Author(s):  
Nongkran Lertpittayapoom ◽  
Souren Paul
Keyword(s):  
Collective Memory ◽  
Negotiation Support Systems ◽  
The Internet ◽  
Electronic Negotiations ◽  
Negotiation Support ◽  
Electronic Negotiation ◽  
Face To Face ◽  
Face Negotiation ◽  
Online Intermediary ◽  
Memory Support

Following the emergence of the Internet, electronic negotiation has become an alternative to face-to-face negotiation. The rise of websites such as electronic marketplaces or electronic brokerages also fueled the popularity of electronic negotiation. The current forms of negotiation support systems (NSS) used to support many electronic negotiations offer very little support for historical negotiation data. In order to address this issue, the idea of a collective memory support in negotiations has been proposed in recent years. This paper highlights the use of an online intermediary as an effective location from which collective memory support can be offered. The paper proposes that an intermediary based collective memory support will increase confidence in negotiation, reduce overall negotiation time, and strengthen trust between negotiators.

Exploring the Roles of Intermediaries in Collective Memory-Supported Electronic Negotiation

2011 ◽  
pp. 3670-3686
Author(s):  
Nongkran Lertpittayapoom ◽  
Souren Paul
Keyword(s):  
Collective Memory ◽  
Negotiation Support Systems ◽  
The Internet ◽  
Electronic Negotiations ◽  
Negotiation Support ◽  
Electronic Negotiation ◽  
Face To Face ◽  
Face Negotiation ◽  
Online Intermediary ◽  
Memory Support

Following the emergence of the Internet, electronic negotiation has become an alternative to face-to-face negotiation. The current forms of negotiation support systems (NSS) used to support many electronic negotiations offer very little support for historical negotiation data. In order to address this issue, the idea of a collective memory support in negotiations has been proposed in recent years. This article highlights the use of an online intermediary as an effective location from which collective memory support can be offered. The article proposes that an intermediary based collective memory support will increase confidence in negotiation, reduce overall negotiation time, and strengthen trust between negotiators.

scholarly journals DECISION SUPPORT IN SOFTWARE SUPPORTED NEGOTIATIONS

2010 ◽  
Vol 11 (4) ◽  
pp. 576-597 ◽  
Author(s):  
Tomasz Wachowicz
Keyword(s):  
Decision Support ◽  
Support Systems ◽  
Scoring Systems ◽  
Negotiation Support Systems ◽  
Negotiation Support ◽  
Software Support ◽  
Electronic Negotiation ◽  
Support Tools ◽  
Electre Tri

In this paper we consider the idea of negotiations conducted by means of the software support tools. We present the advantages of the negotiation support systems discussing their different functions and typologies focusing later on the possibilities of decision support they can give to the negotiating parties in all negotiation phases. After presenting the most popular solutions we introduce also two of our own procedures that can be applied in the pre‐negotiation phase for eliciting negotiators’ preferences and building the offers’ scoring systems for the parties. The first one is based on the Hammond, Keeney and Raiffa's procedure of even swaps, while the second derives from the Roy's ELECTRE‐TRI. Both of them can be easily applied as the analytic engines in electronic negotiation systems replacing the classical additive scoring systems. We discuss also the issue of using different scoring systems in the successive negotiation phases.

Bargaining Chip

2021 ◽  
pp. 256-277
Author(s):  
Gordana Dobrijević
Keyword(s):  
Interpersonal Communication ◽  
Cognitive Biases ◽  
Support Systems ◽  
Software Agents ◽  
Negotiation Support Systems ◽  
Negotiation Support ◽  
Limited Ability ◽  
Electronic Negotiation ◽  
Recent Advances ◽  
Different Types

Negotiation is one of the basic forms of interpersonal communication, especially important in contemporary business. Although we assume that only humans can engage in negotiations, there are many negotiation support systems and software agents designed to assist human negotiators before and during the process. They were developed to overcome human cognitive biases and limited ability to handle information. They can support human negotiators, but also be used in place of humans to carry out negotiations on their own. The aim of this chapter is to provide an overview of different types of electronic negotiation, most recent advances in that area, some challenges in electronic negotiation, and interaction between humans and agents in negotiation.

The Roles of Online Intermediaries in Collective Memory-Supported Electronic Negotiation

2010 ◽  
pp. 354-371
Author(s):  
Nongkran Lertpittayapoom ◽  
Souren Paul
Keyword(s):  
Collective Memory ◽  
Negotiation Support Systems ◽  
The Internet ◽  
Electronic Negotiations ◽  
Negotiation Support ◽  
Electronic Negotiation ◽  
Face To Face ◽  
Face Negotiation ◽  
Online Intermediary ◽  
Memory Support

Following the emergence of the Internet, electronic negotiation has become an alternative to face-to-face negotiation. The rise of websites such as electronic marketplaces or electronic brokerages also fueled the popularity of electronic negotiation. The current forms of negotiation support systems (NSS) used to support many electronic negotiations offer very little support for historical negotiation data. In order to address this issue, the idea of a collective memory support in negotiations has been proposed in recent years. This paper highlights the use of an online intermediary as an effective location from which collective memory support can be offered. The paper proposes that an intermediary based collective memory support will increase confidence in negotiation, reduce overall negotiation time, and strengthen trust between negotiators.

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