scholarly journals A Study of Integrative Bargaining Model with Argumentation-Based Negotiation

2019 ◽  
Vol 11 (23) ◽  
pp. 6832 ◽  
Author(s):  
Jinsoo Park ◽  
Hamirahanim Abdul Rahman ◽  
Jihae Suh ◽  
Hazami Hussin
Keyword(s):  
Negotiation Process ◽  
Human Interaction ◽  
Bargaining Model ◽  
Automated Negotiation ◽  
Integrative Bargaining ◽  
Integrative Negotiation ◽  
Online Purchase ◽  
Agent Negotiation ◽  
Strategy Model ◽  
Future Negotiation

E-commerce is increasingly competitive and there is a constant need for new approaches and technology to facilitate exchange. Emerging techniques include the use of artificial intelligence (AI). One AI tool that has sparked interest in e-commerce is the automated negotiation agent (negotiation-agent). This study examines such agents, and proposes an offer strategy model of integrative negotiation for a negotiation-agent with a focus on negotiation agent-to-human interaction. More specifically, a new offer strategy was developed based on the integrative bargaining model, which emphasizes the importance of exchanging information among negotiators and multi-issue negotiation that includes package offers to achieve an integrative (win-win) outcome. This study incorporated an argumentation-based negotiation and the negotiation tactic of multiple equivalent simultaneous offers, which was programmed into the negotiation-agent. An experiment was conducted performing 49 negotiation-agent-to-human negotiations over three issues in online purchase tasks to demonstrate the effectiveness of the proposed strategy. Experimental results indicated that the proposed offer strategy with agent negotiation can enhance the persuasiveness of an offer and the performance of negotiation outcome (human counterpart’s perception toward negotiation process, opponent–agent and desire for future negotiation). The findings confirmed the effectiveness of the proposed design and demonstrated an innovative approach to e-commerce transactions.

scholarly journals Building an Automated win-win Negotiation Process Model

2021 ◽  
Vol 13 (1(I)) ◽  
pp. 33-46
Author(s):  
Latifa Ghalayini ◽  
Dana Deeb
Keyword(s):  
Decision Theory ◽  
Rational Choice ◽  
Process Model ◽  
Rational Choice Theory ◽  
Choice Theory ◽  
Negotiation Process ◽  
Integrative Approach ◽  
Automated Negotiation ◽  
Integrative Negotiation ◽  
To Come

This paper builds an automated negotiation process model for integrative negotiations. The process model defines and automates the necessary phases and activities along with the integrative negotiation approach principles to create win-win outcomes that mutually satisfy negotiating parties. However, to realize this objective, the negotiation literature and theories are reviewed to determine the relevant theories for integrative negotiations that help to develop and form the basis of the process model. After investigation, it became evident that three main theories, which are Decision Theory, Rational Choice Theory and Mutual Gains Theory, contribute to building the integrative process model by setting its phases and components. The model is composed of five main phases with several sub-phases. Decision theory with mutual gains theory provides the robust process model through several phases, and rational choice theory with mutual gains theory ensures they are implemented in a fair, objective manner to come up with a satisfying win-win solution. Hence, automated negotiation processes when designed in a robust manner that is based on the theory that serves integrative approaches could lead to win-win negotiation outcomes. The foundation of the win-win negotiation process model contributes to designing win-win negotiation outcomes through structuring automated negotiation and setting its phases along with the integrative negotiation principles. It develops the negotiation field by integrating automation and the integrative approach principles in a process model.

Multi-Agent Negotiation in B2C E-Commerce Based on Data Mining Methods

2010 ◽  
Vol 6 (4) ◽  
pp. 46-70 ◽  
Author(s):  
Bireshwar Dass Mazumdar ◽  
R. B. Mishra
Keyword(s):  
Negotiation Process ◽  
Prototype System ◽  
Communication Model ◽  
Multi Agent System ◽  
Utility Model ◽  
Price Response ◽  
Agent Negotiation ◽  
Customer Relation Management ◽  
Multi Agent ◽  
A Company

The Multi agent system (MAS) model has been extensively used in the different tasks of e-commerce like customer relation management (CRM), negotiation and brokering. For the success of CRM, it is important to target the most profitable customers of a company. This paper presents a multi-attribute negotiation approach for negotiation between buyer and seller agents. The communication model and the algorithms for various actions involved in the negotiation process is described. The paper also proposes a multi-attribute based utility model, based on price, response-time, and quality. In support of this approach, a prototype system providing negotiation between buyer agents and seller agents is presented.

Revenue Sharing in Community–Private Sector Lodges in Namibia: A Bargaining Model

2009 ◽  
Vol 15 (3) ◽  
pp. 653-669 ◽  
Author(s):  
Renaud Lapeyre
Keyword(s):  
Rural Communities ◽  
Land Tenure ◽  
Rural Areas ◽  
Negotiation Process ◽  
Nash Bargaining ◽  
Future Research ◽  
Bargaining Model ◽  
Communal Lands ◽  
Efficiency Effects

Taking tourism in Namibian rural areas as an empirical case study, this paper analyses the main factors that explain the economic outcome in a negotiation process in which local communities and private operators bargain over the distribution of income generated through a partnership lodge. While much research has focused on the required preconditions (especially property rights) and efficiency effects of tourism partnerships, a Nash bargaining model allows us to assess the distributive effects of such contracts. In particular, variables such as insecure community land tenure, and the resulting reduced value of land, the remoteness of lodges and the community's impatience and attitude towards risk could explain why rural communities have not so far captured the lion's share from tourism activities in communal lands. Finally, the paper shows that future research will be needed to complete the model in order to provide an account of the contractual problems that limit the efficiency of tourism partnerships in rural areas – transaction costs and underinvestment.

A warranty based bilateral multi-issue negotiation approach

2015 ◽  
Vol 22 (7) ◽  
pp. 1247-1280 ◽  
Author(s):  
Prashant M. Ambad ◽  
Makarand S. Kulkarni
Keyword(s):  
Real Life ◽  
Spare Parts ◽  
Negotiation Process ◽  
Design Stage ◽  
Automated Negotiation ◽  
Content Type ◽  
Mean Time Between Failures ◽  
Time Between Failures ◽  
Target Values ◽  
Mean Time

Purpose – The purpose of this paper is to propose a warranty-based bilateral automated multi-issue negotiation approach. Design/methodology/approach – A methodology for bilateral automated negotiation process is developed considering the targets such as warranty attractiveness, warranty cost, mean time between failures, spare parts cost to the end user over the useful life of the life. The negotiation methodology is explained using different cases of negotiation. The optimization for each negotiation step is carried out using genetic algorithm with elitism strategy. Findings – The result after optimization indicates that the desired target values are achieved and manufacturer obtained desired profit margin. Practical implications – Application of automated negotiation model is illustrated using a real life case of an automobile engine manufacturer. The proposed approach helps the manufacturer of any product to develop a methodology for carrying out the negotiation process. The approach also results into taking warranty-related decisions at the design stage. Originality/value – This paper contributes in proposing a generalized methodology for warranty-based negotiation in which the negotiation is carried out between the manufacturer and the customer.

Multi-Agent Negotiation in B2C E-Commerce Based on Data Mining Methods

2012 ◽  
pp. 285-308
Author(s):  
Bireshwar Dass Mazumdar ◽  
R. B. Mishra
Keyword(s):  
Data Mining ◽  
Negotiation Process ◽  
Prototype System ◽  
Communication Model ◽  
Price Response ◽  
Agent Negotiation ◽  
Customer Relation Management ◽  
Multi Agent ◽  
Mining Methods ◽  
A Company

The Multi agent system (MAS) model has been extensively used in the different tasks of e-commerce like customer relation management (CRM), negotiation and brokering. For the success of CRM, it is important to target the most profitable customers of a company. This paper presents a multi-attribute negotiation approach for negotiation between buyer and seller agents. The communication model and the algorithms for various actions involved in the negotiation process is described. The paper also proposes a multi-attribute based utility model, based on price, response-time, and quality. In support of this approach, a prototype system providing negotiation between buyer agents and seller agents is presented.

Integrative Negotiation: Paying the Price of Popularity

2021 ◽  
pp. 84-88
Author(s):  
Noam Ebner
Keyword(s):  
Conflict Studies ◽  
Integrative Bargaining ◽  
Integrative Negotiation

While I had read Gerald Wetlaufer’s The Limits of Integrative Bargaining (Limits) early on in my conflict studies, and noticed that my colleagues often included it on their reading lists, I had never realized its profound value—in insight, and in academic approach—until my students taught me its importance....

Negotiating Indigenous Peoples’ Exit From Colonialism: The Case for an Integrative Approach

2014 ◽  
Vol 27 (1) ◽  
pp. 283-303
Author(s):  
Michael Coyle
Keyword(s):  
Indigenous Peoples ◽  
Negotiation Process ◽  
Integrative Approach ◽  
Negotiation Strategy ◽  
Negotiation Strategies ◽  
Integrative Negotiation ◽  
Process And Outcome ◽  
Indigenous Governance ◽  
New Institutions

New institutions of indigenous governance will be the product of negotiations, negotiations that will take place against a background of colonial structures and relationships. Having examined the challenges of structuring a negotiation process that takes due account of pre-existing cultural and power differences between the parties, the author analyzes the significance of their choice of negotiation strategy on the negotiation process and outcome. In particular, this paper reflects on the promise and limitations of the parties’ adopting interest-based, or “integrative”, negotiation strategies and the potential for fruitful entanglements between those strategies and indigenous diplomatic traditions.

How representatives with a dovish constituency reach higher individual and joint outcomes in integrative negotiations

2016 ◽  
Vol 21 (1) ◽  
pp. 111-126 ◽  
Author(s):  
Hillie Aaldering ◽  
Femke S. Ten Velden
Keyword(s):  
Information Exchange ◽  
Negotiation Process ◽  
Optimal Outcomes ◽  
Integrative Negotiation ◽  
Individual Outcomes ◽  
Value Claiming

Representative negotiations often take a competitive course due to constituency pressures. However, in multi-issue integrative negotiation settings, using a competitive value-claiming strategy may result in less than optimal outcomes for both parties. In this experiment, we compared the negotiation process and outcomes of representatives with hawkish versus dovish constituencies. Representatives with a dovish constituency engaged in more information exchange and less contentious tactics, resulting in fewer impasses and higher quality agreements. Although representatives with a hawkish constituency claimed more value by placing higher demands, this negatively affected not only their joint, but also their individual outcomes. Overall, results suggest that representatives with a dovish constituency achieve better outcomes, both on an individual and dyadic level.

Learning Methodologies to Support E-Business in the Automated Negotiation Process

2013 ◽  
pp. 37-58
Author(s):  
Paolo Renna
Keyword(s):  
Negotiation Process ◽  
Learning Approach ◽  
Learning Support ◽  
Automated Negotiation ◽  
Support Tool ◽  
Face To Face ◽  
Q Learning ◽  
Face Negotiation ◽  
Business Applications ◽  
Simulation Results

The automated negotiation performed by a software agent is investigated in order to improve the benefits compared to a humane face-to-face negotiation. The profitability of e-business applications can be increased by the support of automated negotiation tools. This research proposes a set of learning methodologies to support both the suppliers’ and customers’ negotiation activities. The learning methodologies are based on Q-learning technique, which is able to evaluate the utility of the actions without a model of the environment. The context regards one-to-many negotiation and multi-issues (volume, price, and due date). A simulation environment is developed to test the proposed methodologies and evaluate the benefits compared to a negotiation approach without learning support tool. The simulations are conducted in several market conditions, and a proper statistical analysis is performed. The simulation results show that the proposed methodologies lead to benefits both for suppliers and customers when both the opponents adopt the learning approach.

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