A Semi-automated Negotiation Process to Improve the Usability for Online Marketplaces

2007 ◽  
Author(s):  
Lung Ngai ◽  
Phil Mak ◽  
Wan-Cheng Ni ◽  
Lian-Chen Liu ◽  
Cheng Wu
Keyword(s):  
Negotiation Process ◽  
Automated Negotiation ◽  
Online Marketplaces

A warranty based bilateral multi-issue negotiation approach

2015 ◽  
Vol 22 (7) ◽  
pp. 1247-1280 ◽  
Author(s):  
Prashant M. Ambad ◽  
Makarand S. Kulkarni
Keyword(s):  
Real Life ◽  
Spare Parts ◽  
Negotiation Process ◽  
Design Stage ◽  
Automated Negotiation ◽  
Content Type ◽  
Mean Time Between Failures ◽  
Time Between Failures ◽  
Target Values ◽  
Mean Time

Purpose – The purpose of this paper is to propose a warranty-based bilateral automated multi-issue negotiation approach. Design/methodology/approach – A methodology for bilateral automated negotiation process is developed considering the targets such as warranty attractiveness, warranty cost, mean time between failures, spare parts cost to the end user over the useful life of the life. The negotiation methodology is explained using different cases of negotiation. The optimization for each negotiation step is carried out using genetic algorithm with elitism strategy. Findings – The result after optimization indicates that the desired target values are achieved and manufacturer obtained desired profit margin. Practical implications – Application of automated negotiation model is illustrated using a real life case of an automobile engine manufacturer. The proposed approach helps the manufacturer of any product to develop a methodology for carrying out the negotiation process. The approach also results into taking warranty-related decisions at the design stage. Originality/value – This paper contributes in proposing a generalized methodology for warranty-based negotiation in which the negotiation is carried out between the manufacturer and the customer.

scholarly journals A Study of Integrative Bargaining Model with Argumentation-Based Negotiation

2019 ◽  
Vol 11 (23) ◽  
pp. 6832 ◽  
Author(s):  
Jinsoo Park ◽  
Hamirahanim Abdul Rahman ◽  
Jihae Suh ◽  
Hazami Hussin
Keyword(s):  
Negotiation Process ◽  
Human Interaction ◽  
Bargaining Model ◽  
Automated Negotiation ◽  
Integrative Bargaining ◽  
Integrative Negotiation ◽  
Online Purchase ◽  
Agent Negotiation ◽  
Strategy Model ◽  
Future Negotiation

E-commerce is increasingly competitive and there is a constant need for new approaches and technology to facilitate exchange. Emerging techniques include the use of artificial intelligence (AI). One AI tool that has sparked interest in e-commerce is the automated negotiation agent (negotiation-agent). This study examines such agents, and proposes an offer strategy model of integrative negotiation for a negotiation-agent with a focus on negotiation agent-to-human interaction. More specifically, a new offer strategy was developed based on the integrative bargaining model, which emphasizes the importance of exchanging information among negotiators and multi-issue negotiation that includes package offers to achieve an integrative (win-win) outcome. This study incorporated an argumentation-based negotiation and the negotiation tactic of multiple equivalent simultaneous offers, which was programmed into the negotiation-agent. An experiment was conducted performing 49 negotiation-agent-to-human negotiations over three issues in online purchase tasks to demonstrate the effectiveness of the proposed strategy. Experimental results indicated that the proposed offer strategy with agent negotiation can enhance the persuasiveness of an offer and the performance of negotiation outcome (human counterpart’s perception toward negotiation process, opponent–agent and desire for future negotiation). The findings confirmed the effectiveness of the proposed design and demonstrated an innovative approach to e-commerce transactions.

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

2013 ◽  
pp. 37-58
Author(s):  
Paolo Renna
Keyword(s):  
Negotiation Process ◽  
Learning Approach ◽  
Learning Support ◽  
Automated Negotiation ◽  
Support Tool ◽  
Face To Face ◽  
Q Learning ◽  
Face Negotiation ◽  
Business Applications ◽  
Simulation Results

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.

scholarly journals Building an Automated win-win Negotiation Process Model

2021 ◽  
Vol 13 (1(I)) ◽  
pp. 33-46
Author(s):  
Latifa Ghalayini ◽  
Dana Deeb
Keyword(s):  
Decision Theory ◽  
Rational Choice ◽  
Process Model ◽  
Rational Choice Theory ◽  
Choice Theory ◽  
Negotiation Process ◽  
Integrative Approach ◽  
Automated Negotiation ◽  
Integrative Negotiation ◽  
To Come

This paper builds an automated negotiation process model for integrative negotiations. The process model defines and automates the necessary phases and activities along with the integrative negotiation approach principles to create win-win outcomes that mutually satisfy negotiating parties. However, to realize this objective, the negotiation literature and theories are reviewed to determine the relevant theories for integrative negotiations that help to develop and form the basis of the process model. After investigation, it became evident that three main theories, which are Decision Theory, Rational Choice Theory and Mutual Gains Theory, contribute to building the integrative process model by setting its phases and components. The model is composed of five main phases with several sub-phases. Decision theory with mutual gains theory provides the robust process model through several phases, and rational choice theory with mutual gains theory ensures they are implemented in a fair, objective manner to come up with a satisfying win-win solution. Hence, automated negotiation processes when designed in a robust manner that is based on the theory that serves integrative approaches could lead to win-win negotiation outcomes. The foundation of the win-win negotiation process model contributes to designing win-win negotiation outcomes through structuring automated negotiation and setting its phases along with the integrative negotiation principles. It develops the negotiation field by integrating automation and the integrative approach principles in a process model.

Austrian Veto against European Union Membership Negotiations with Turkey

2020 ◽  
Vol 8 (1) ◽  
pp. 103-122
Author(s):  
Ewa Kaczan-Winiarska
Keyword(s):  
European Union ◽  
European Commission ◽  
Security Policy ◽  
Negotiation Process ◽  
Point Of View ◽  
The European Union ◽  
Strategic Partner ◽  
Key Factor ◽  
European Standards ◽  
The Eu

The Austrian government is extremely sceptical about the accession negotiations which are conducted by the European Commission on behalf of the European Union with Turkey and calls for the negotiation process to end. Serious reservations of Vienna have been raised by the current political situation in Turkey under the rule of President Recep Tayyip Erdogan, as well as by the standards of democracy in Turkey, which differ greatly from European standards. Serious deficiencies in rule of law, freedom of speech and independence of the judiciary, confirmed in the latest European Commission report on Turkey, do not justify, from Vienna’s point of view, the continuation of talks with Ankara on EU membership. In fact, Austria’s scepticism about the European perspective for Turkey has a longer tradition. This was marked previously in 2005 when the accession negotiations began. Until now, Austria’s position has not had enough clout within the European arena. Pragmatic cooperation with Turkey as a strategic partner of the EU, both in the context of the migration crisis and security policy, proved to be a key factor. The question is whether Austria, which took over the EU presidency from 1.7.2018, will be able to more strongly accentuate its reservations about Turkey and even build an alliance of Member States strong enough to block Turkey’s accession process.

Descrição do processo de negociação coletiva intermediado pela Mesa Municipal de Negociação Permanente

2018 ◽  
Vol 20 (1) ◽  
pp. 102-111
Author(s):  
Elisangela Coco Dos Santos ◽  
Francis Sodré ◽  
Luiz Henrique Borges
Keyword(s):  
Negotiation Process ◽  
Collective Negotiation

Description of the collective negotiation process brokered by the Municipal Permanent Negotiation Board

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