Electronic negotiation support

From matchmaking to contracting
  • Michael Ströbel
Part of the Series in Computer Science book series (SCS)


In this chapter, the concept of support for symmetric multi-attribute negotiation intermediation in electronic markets is conceptualised through the paradigm of negotiation support components (NSC). On the basis of a conceptual definition, requirements are derived that can be used to identify NSC candidates. Additional criteria for the final selection and construction of NSCs from a set of candidates are suggested. This addresses the first problem identified in Section 2.3, which declared that automation or assistance for multi-attribute negotiation decision tasks in electronic markets is insufficient to attain low transaction costs. The specification of NSCs in the design of electronic negotiations and the integration of NSCs in a generic electronic negotiation architecture model will be discussed in Chapter 4 and Chapter 5.


Guaran Concession Cuted 


Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Copyright information

© Springer Science+Business Media New York 2003

Authors and Affiliations

  • Michael Ströbel
    • 1
  1. 1.BMW GroupMunichGermany

Personalised recommendations