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

Author(s):  
Paolo Renna

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.

2020 ◽  
Vol 20 (2) ◽  
Author(s):  
Shaysh Nazzal Alshammri

This research aims to identify the differences between email negotiation and face-to-face negotiation with respect to negotiation process, negotiation flexibility, face-saving, level of collaboration, and appropriateness for cross-cultural negotiation. The survey questionnaire was distributed to the sales and customer service employees in many business organizations located in different regions of the United States of America. Data from 519 respondents (including both males and females) were analyzed using the one-sample t-test, two sample t-test, and Pearson Correlation. The findings reveal that the characteristics of face-to-face negotiation assist in smoothing the negotiation process more than that of email negotiation. Participants also tend to cooperate more in face-to-face negotiation than in email negotiation. However, participants prefer using email negotiation because they find it more flexible. They also feel that a face-threatening act is less likely to occur in an email negotiation than in a face-to-face negotiation. The findings also show that email negotiation could be more appropriate than face-to-face negotiation for the purpose of cross-cultural negotiation. This is because communicating via email minimizes the influence of culture on the negotiation process. Age and gender do not have any influence on the perspectives of participants regarding email negotiation versus face-to-face negotiation. The findings have significant implications for both business and dispute resolution. They contrast the differences between face-to-face negotiation and email negotiation and identify the situations in which each of these types could be most appropriate.


2019 ◽  
Vol 14 (2) ◽  
pp. 85-96 ◽  
Author(s):  
Chiaki Iwasaki ◽  
Yasuhiro Tada ◽  
Tomoki Furukawa ◽  
Kaede Sasaki ◽  
Yoshinori Yamada ◽  
...  

Purpose The purpose of this paper is to discuss the development and assessment of learning support environments for academic writing that utilize ICT, such as e-learning and online tutoring, in Japanese higher education. First, the authors introduce the design of an e-learning writing program for the Japanese language and assess whether the program is an effective learning support tool for undergraduates. Second, the authors analyze and assess online tutoring support for academic writing and clarify the merits and disadvantages of online and offline tutoring at writing centers, then suggest instructional strategies by analyzing the writing tutoring process. Design/methodology/approach The authors adopted e-learning goals to assess its effectiveness. The authors asked the participants questions they could answer from five-point scales, conducted a paired t-test, and included a free description-type questionnaire. Then, to assess online tutoring, the 12 students took pre- and post-test questionnaires, after which the authors conducted a Wilcoxon signed rank test. In addition, the authors carried out a Kruskal–Wallis rank sum test in order to confirm differences in satisfaction level and the effectiveness of face-to-face tutoring and online tutoring. Findings By analyzing the pre- and post-test results, the t-test confirmed that the students found the e-learning system to be effective for nurturing academic literacy. This means the system is appropriate as a support tool for nurturing academic writing, especially writing knowledge and rules, and university must provide a comprehensive learning support environment including e-learning. Next, the authors found no statistically significant difference between face-to-face and online tutoring, although some problems with the writing process remained. So online tutoring has opportunity to promote autonomous learning. The research results make it clear that because of writing centers’ potential and their effectiveness in utilizing ICT tools. Originality/value Research findings about academic writing are to improve the tutoring process and writing strategies, such as the use of ICT for academic writing support like e-learning, online tutoring, do not exist. To provide learning opportunity to learners and promote autonomous learning, e-learning and online tutoring are important. For the reasons noted above, it is necessary to provide an alternative writing support environment to students in Japan. Therefore, the authors report on and assess the development of learning support environments for e-learning programs and online tutoring for academic writing at the undergraduate level in Japan.


2020 ◽  
Vol 37 (2) ◽  
pp. 103-127
Author(s):  
Emma R Britton ◽  
Theresa Y Austin

According to sociocultural theory (SCT), corrective feedback (CF) entails a negotiation process whereby writing instructors support second language (L2) writers in self-correction and provide a level of guidance needed for writers to actively engage in revision tasks (Aljaafreh & Lantolf, 1994). Drawing on SCT, this collaborative self-study details the CF experiences of one writing instructor and four L2 students. Focusing on six “critical incidents” occurring within the instructor’s teaching context (a developmental writing course in a Northeastern U.S. university), the authors investigate L2 writers’ responses to writte (WCF) and negotiated oral CF. During these incidents, students engaged with different forms of CF. The authors’ analysis of these incidents draws attention to the micro- and macro-contextual features that complicate students’ uptake and perceptions about differing forms of CF. Findings reveal the importance of face to- face negotiation in resolving lexicogrammatical issues. Despite some students’ successful uptake of WCF, the paper argues that negotiated feedback provides L2 writers with additional opportunities to develop writing identities and to assert their writerly agency. Pedagogical implications are discussed. Selon la théorie socioculturelle (TSC), la rétroaction corrective (RC) implique un processus de négociation par lequel les instructeurs en rédaction soutiennent les rédacteurs de langue seconde (L2) pour s’autocorriger et fournissent un niveau de conseils nécessaire pour que les rédacteurs s’impliquent activement dans les tâches de révision (Aljaafreh & Lantolf, 1994). En s’inspirant de TSC, cette autoévaluation collaborative décrit en détail les expériences de RC d’un instructeur en rédaction et de quatre étudiants de L2. En se concentrant sur six « événements critiques » qui se sont produits dans le contexte d’enseignement de l’instructeur (un cours de développement des habiletés de rédaction dans une université du nord-est des États-Unis), les auteurs ont enquêté sur les réactions des rédacteurs de L2 à la rétroaction corrective par écrit et à la rétroaction négociée orale. Lors de ces événements, les étudiants ont participé à plusieurs formes de RC. L’analyse que les auteurs font de ces événements attire l’attention sur les caractéristiques microcontextuelles et macrocontextuelles qui compliquent l’assimilation et les perceptions des étudiants par rapport aux différentes formes de RC. Les résultats montrent l’importance de la négociation face-à-face pour résoudre les problèmes lexicogrammaticaux. Malgré l’assimilation réussie de la RC écrite par certains étudiants, cet article avance que la rétroaction négociée fournit aux rédacteurs plus d’occasions de développer leur identité de rédacteur et d’affirmer leur activité d’écrivain. L’article discute des implications pédagogiques.


2020 ◽  
Vol 8 (4) ◽  
pp. 1190-1203
Author(s):  
Nguyen Nhat Minh ◽  
Pham Cong Hiep ◽  
Nguyen Thi Ouynh ◽  
Phil Smith

Purpose: This study investigates the impact of the negotiation behaviours by Vietnamese innovative-entrepreneurs on negotiation outcomes. The focus emphasises face-to-face negotiation sessions between innovative entrepreneurs and their corporate customers as they promote new services and products that either fulfill unmet market demands or achieve significant improvements in comparison to existing products or services. Methodology: This paper employed a qualitative research method to distill the entrepreneurial negotiation behaviours and their impacts on negotiation performance. A series of semi-structured interviews were conducted individually with 14 Vietnamese innovative-entrepreneurs, from five industries including technology, manufacturing, agriculture, medical, and education. To ensure the entrepreneurs' fall under the classification of innovative-entrepreneurs. The participating entrepreneurs were selected Entrepreneurship-Incubator, Vietnam-Department-of-Business-Registration-Management, and Business-Startup-Support-Centre. Main Findings: The findings showed that the negotiated-terms, the self-expression of the parties, the negotiation process, and the relationship developed were found to be significant in measuring negotiation performance. Negotiation behaviours, including concern about the personal outcome; concern about others’ outcomes; building relationships; and, emotional expression, were found as having a positive impact on negotiation performance. In contrast, risk-taking negatively affected negotiation outcomes. Applications: Based on the aforementioned findings, a proposed negotiation-framework of an innovative-entrepreneur in the product launching stage is being developed. Novelty/Originality of this study: This study brings another view on measuring negotiation performance by applying psychological negotiation outcome elements rather than relying on objective elements only. The significance of each psychological negotiation outcome element is also ordered. The unique advantages and challenges of the launching stage of an innovative entrepreneur are also explored to provide in-depth entrepreneurial knowledge.


2004 ◽  
Vol 40 (2) ◽  
pp. 142-151 ◽  
Author(s):  
Jared R Curhan ◽  
Margaret A Neale ◽  
Lee Ross

2004 ◽  
Vol 26 (1) ◽  
Author(s):  
Andreas Flache

AbstractThis paper addresses theoretically the question how virtual communication may affect cooperation in work teams. The degree of team virtualization, i.e. the extent to which interaction between team members occurs online, is related to parameters of the exchange. First, it is assumed that in online interaction task uncertainties are higher than in face-to-face contacts. Second, the gratifying value of peer rewards is assumed to be lower in online contacts. Thirdly, it is assumed that teams are different in the extent to which members depend on their peers for positive affections, operationalized by the extent to which team members are interested in social relationships for their own sake, independently from their work interactions. Simulation results suggest both positive and negative effects of team virtualization on work-cooperation.


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