Abstract
Electronic Negotiation Systems (ENS) allow conducting negotiations by parties over the internet. When equipped with analytical tools they also provide means of decision support for the negotiators in analyzing the offers received and preparing new offers. One possibility to enhance the decision support capabilities in ENS is by providing a model for prediction of the next offer by a negotiator’s counter-part. This paper describes the project aimed at building such a predictive model. The model had been built initially based on a specific negotiation case using the extensive database of past negotiations conducted through the “Inspire” ENS. The findings supported our anticipation of the effectiveness of offer prediction.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Vaishnavi, V.K., Kuechler Jr., W.: Design Science Research Methods: Innovating Information and Communication Technology. Auerbach Publications, Boca Raton (2008)
Chen, E., Kersten, G.E., Vahidov, R.: Agent-Supported Negotiations in E-Marketplace. International Journal of Electronic Business 3(1), 28–49 (2005)
Carbonneau, R., Kersten, G., Vahidov, R.: Predicting Opponent’s Moves In Electronic Negotiations Using Neural Networks. Expert Systems with Applications 34(2), 1266–1273 (2008)
Kersten, G.E., Noronha, S.J.: WWW-based Negotiation Support: Design, Implementation, and Use. Decision Support Systems 25, 135–154 (1999)
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2010 Springer-Verlag Berlin Heidelberg
About this paper
Cite this paper
Vahidov, R., Carbonneau, R.A., Kersten, G.E. (2010). In Pursuit of IT Artifact Generality: The Case of Predictive Model for Electronic Negotiation Support. In: Winter, R., Zhao, J.L., Aier, S. (eds) Global Perspectives on Design Science Research. DESRIST 2010. Lecture Notes in Computer Science, vol 6105. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-13335-0_41
Download citation
DOI: https://doi.org/10.1007/978-3-642-13335-0_41
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-642-13334-3
Online ISBN: 978-3-642-13335-0
eBook Packages: Computer ScienceComputer Science (R0)