Abstract
Electronic negotiations are conflict management and resolution processes conducted on the internet and supported with software. This chapter provides a historical overview of software used in conducting negotiations and aiding negotiators. It recognizes the contributions to the design of negotiation models and systems coming from management science, engineering and management information systems as well as the more recent ones coming from psychology, communication research (see the chapter by Schoop, this volume) and computer science (see the chapter by Sycara and Dai, this volume). Special attention is given to the relationship between the design and engineering of e-negotiation systems and the socio-psychological and anthropological aspects of negotiations that involve people. The discussion on e-negotiation systems and processes is grounded in negotiation process models (see the chapter by Koeszegi and Vetschera, this volume), e-negotiation taxonomy, exchange mechanism design, and protocol theory. The chapter reviews and analyses several e-negotiation systems used in business and academia, including negotiation software platforms used in supply chain systems as well as in research and training.
Keywords
- Negotiation Process
- Technology Acceptance Model
- Software Agent
- Negotiation System
- Alternative Dispute Resolution
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.
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Notes
- 1.
This chapter includes material published in Kersten and Lai (2007) and Kersten (2010). This work has been partially supported by the Natural Sciences and Engineering Research Council, Canada and “Aim for the Top University Plan” of the National Sun Yat-sen University and Ministry of Education, Taiwan, R.O.C. We thank Norma Paradis for her help in preparation of this chapter.
- 2.
This does not mean that there is no difference between people and software. Human agents may require incentives in order to act on behalf of the principal effectively and efficiently while software does not need them. On the other hand the principal may expect from human agents a certain ingenuity and ability to cope with unforeseen situations but hardly so from the software agents.
- 3.
There is no given a priori decomposition stopping rule. The number of taxonomy levels and its granularity depend on the domain and software engineering requirements. A rule of thumb is to continue decomposition until the lower level-construct has operational relevance, e.g., a parameter or variable in a model.
- 4.
Business methods cannot be patented in some countries, e.g., Australia, Canada, signatories of the European Union Convention and India.
- 5.
SquareTrade.com is not affiliated with eBay.com; it (August 10, 2009) provides warranties to customers of every merchant who signs up with it.
- 6.
I tried to contact the company and learn more about their services but to no avail; the emails did not go through. Downloaded on August 5, 2009 from:http://www.bravosolution.com/cms/us/solutions/software-suite/sourcing/key-features
- 7.
Downloaded on August 5, 2009 from: https://http://www.localgovsourcing.co.uk/web/corporate.htm
- 8.
http://www.widestrom.com, accessed on August 10, 2009. This assessment is based on comments posted on Driving Revenue Monthly Newsletter, April 2009, http://www.drivingrevenue.biz.
- 9.
http://chemconnect.com/102501.html, accessed on August 10, 2009.
- 10.
The web site settlementonline.com, which had been used by the company in the early 2000, is, as of August 5, 2009, a page with links to insurance, law and other firms.
- 11.
The screenshots are modified so that they do not take a lot of space but illustrate the process as it was presented on the TradeAccess web site in August 2000.
- 12.
To illustrate the size of the possible legal and accounting expenses a company may incur, consider the recent agreement between General Electrics and Securities and Exchange Commission in which GE agreed to pay fines of $50 million, a quarter of $200 million it paid inn legal and accounting fees to deal with charges (“Magic Numbers”, The Economist, August 8, 2009).
- 13.
Downloaded from the E-optimization Community web site on August 5, 2009 http://www.e-optimization.com/solutions/solution.cfm?id=102#document
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Kersten, G., Lai, H. (2010). Electronic Negotiations: Foundations, Systems, and Processes. In: Kilgour, D., Eden, C. (eds) Handbook of Group Decision and Negotiation. Advances in Group Decision and Negotiation, vol 4. Springer, Dordrecht. https://doi.org/10.1007/978-90-481-9097-3_22
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