Name
Title | ||
|---|---|---|
On automated e-business negotiations: Goal, policy, strategy, and plans of decision and action. |
Abstract | ||
|---|---|---|
In recent years, there has been increasing interest in automated e-business negotiations. The automation of negotiation requires a decision model to capture the negotiation knowledge of policymakers; and negotiation experts so that the decision-making process can be carried out automatically. Current research on automated e-business negotiations has focused on defining low-level tactics (or negotiation rules) so that automated negotiation systems can carry out automated negotiation processes. These low-level tactics are usually defined from a technical perspective, not from a business perspective. There is a gap between high-level business negotiation goals and low-level tactics. In this article, we distinguish the concepts of negotiation context, negotiation goals, negotiation strategy, and negotiation tactics and introduce a formal decision model to show the relations among these concepts. We show how high-level negotiation goals can be formally mapped to low-level tactics that can be used to affect the behavior of a negotiation system during the negotiation process. In business, a business organization faces different negotiation situations (or contexts) and determines different sets of goals for different negotiation contexts. In our decision model, a business policymaker sets negotiation goals from different perspectives, which are called goal dimensions. A negotiation policy is a functional mapping from a negotiation context to some quantitative measures (or goal values) for the goal dimensions to express how competitive the policymaker wants to reach that set of goals. A negotiation expert who has the experience and expertise to conduct negotiations would define the negotiation strategies needed for reaching the negotiation goals. Formally, a negotiation strategy is a functional mapping from a set of goal values to a set of decision-action rules that implement negotiation tactics. The selected decision-action rules can then be used to control the execution of an automated negotiation system, which conducts a negotiation on behalf of a business organization. |
Year | DOI | Venue |
|---|---|---|
2006 | 10.1080/10919390609540288 | JOURNAL OF ORGANIZATIONAL COMPUTING AND ELECTRONIC COMMERCE |
Keywords | Field | DocType |
e-business,automated negotiation,negotiation policy,negotiation strategy,negotiation goal,decision and action rules | Electronic business,Computer science,Knowledge management,Automation,Decision model,Negotiation,Negotiation theory | Journal |
Volume | Issue | ISSN |
16 | 1 | 1091-9392 |
Citations | PageRank | References |
21 | 1.02 | 12 |
Authors | ||
3 | ||
Name | Order | Citations | PageRank |
|---|---|---|---|
| Haifei Li | 1 | 312 | 32.20 |
| Stanley Y. W. Su | 2 | 1622 | 1403.92 |
| Herman Lam | 3 | 305 | 91.31 |