On automated e-business negotiations: Goal, policy, strategy, and plans of decision and action

Journal of Organizational Computing and Electronic Commerce

Volumn 16, Issue 1, 2006, Pages 1-29

  Li, Haifei ^a   Su, Stanley Y W ^b   Lam, Herman ^b  

^a UNION UNIVERSITY   (United States)

^b UNIVERSITY OF FLORIDA   (United States)

Author keywords

Automated negotiation; Decision and action rules; e business; Negotiation goal; Negotiation policy; Negotiation strategy

Indexed keywords

EID: 33645518903     PISSN: 10919392     EISSN: None     Source Type: Journal    
DOI: 10.1207/s15327744joce1601_1     Document Type: Article

References (31)

1. D. A. Lax and J. K. Sebenius, The Manager As Negotiator: Bargaining for Cooperation and Competitive Gain. New York: Free Press, 1986.
2. G. Lo and G. E. Kersten, "Negotiation in electronic commerce: Integrating negotiation support and software agent technologies," presented at the 5th Ann. Canadian Operational Research Society Conf., Halifax, Nova Scotia, Canada, 1999.
3. C. L. Karrass, Give and Take: The Complete Guide to Negotiating Strategies and Tactics. New York: HarperCollins, 1993.
4. H. Raiffa, The Art and Science of Negotiation, Cambridge, MA: Belknap Press of Harvard University Press, 1982.
5. I. Ståhl, Bargaining Theory. Stockholm, Sweden: Economics Research Institute, 1972.
6. G. R. Shell, Bargaining for Advantage: Negotiation Strategies for Reasonable People. New York: Viking, 1999, pp. 156-176.
7. L. Thompson, The Mind and Heart of the Negotiator. Upper Saddle River, NJ: Prentice Hall, 1998.
8. D. G. Pruitt, Negotiation Behavior. New York: Academic, 1981.
9. J. Hammer, C. Huang, Y. H. Huang, C. Pluempitiwiriyawej, M. S. Lee, H. Li, et al., "The IDEAL approach to Internet-based negotiation for e-commerce," in Proc. Int. Conf. Data Engineering, San Diego, CA, Los Alamitos, CA: IEEE Computer Society, pp. 666-667, 2000.
10. C. Huang, "A Web-based negotiation server for supporting electronic commerce," University of Florida, unpublished doctoral dissertation, 2000.
11. S. Y. W. Su, C. Huang, J. Hammer, Y. Huang, H. Li, L. Wang, Y. et al., "An Internet-based negotiation server for e-commerce," VLDB Journal, vol. 10, no. 1, pp. 72-90, 2001.
12. R. Lodha, "An event-trigger-rule-based supply chain management system over the Internet," Department of Computer and Information Science and Engineering, University of Florida, unpublished master's thesis, 2002.
13. G. E. Kersten and S. J. Noronha, "WWW-based negotiation support: Design, implementation, and use," Decision Support Systems, vol. 25, no. 2, pp. 135-154, 1999.
14. A. Rangaswamy and G. R. Shell, "Using computers to realize joint gains in negotiations: Toward an 'electronic bargaining table," Management Science, vol. 43, no. 8, pp. 1147-1163, 1997.
15. L. Lim and I. Benbasat, "A theoretical perspective of negotiation support systems," Journal of Management Information Systems, vol. 9, no. 3, pp. 27-44, 1993.
16. C. Holsapple, H. Lai and A. Whinston, "Implications of negotiation theory for research and development of negotiation support systems," Group Decision and Negotiation, Vol. 6, no. 3, 1997, pp. 255-274.
17. C. Holsapple, H. Lai, and A. Whinston, "Analysis of negotiation support systems: Roots, progress, and needs," Journal of Computer Information Systems, vol. 35, no. 3, pp. 2-11, 1995.
18. G. E. Kersten and S. Szpakowicz, "Decision making and decision aiding: Defining the process, its representations, and support," Group Decision and Negotiation, vol. 3, no. 2, pp. 237-261, 1994.
19. A. Chavez and P. Maes, "Kasbah: an agent marketplace for buying and selling goods," in Proc. 1st Int. Conf. Practical Application of Intelligent Agents and Multi-Agent Technology, pp. 75-90, London, Apr. 1996.
20. C. Sierra, P. Faratin, and N. Jennings, "A service-oriented negotiation model between autonomous agents," in Proc. 8th European Workshop on Modeling Autonomous Agents in a Multi-Agent World (MAAMAW-97), Ronneby, Sweden, 1997, pp. 17-35.
21. D. Zeng and K. Sycara, "Bayesian leaning in negotiation," International Journal of Human Computer Systems, vol. 48, no. 1, pp. 125-141, 1998.
22. J. R. Oliver, "A machine-learning approach to automated negotiation and prospects for electronic commerce," Journal of Management Information Systems, vol. 13, no. 3, pp. 83-112, 1997.
23. G. Dworman, S. Kimbrough, and J. Laing, "On automated discovery of models using genetic programming in game-theoretic contexts," Journal of Management Information Systems, vol. 12, no. 3, pp. 97-125, 1996.
24. S. Y. W. Su, J. Dujmovic, D.S. Batory, S. B. Navathe, and R. Elnicki, "A cost-benefit decision model: Analysis, comparison, and selection of database management systems," ACM Transactions on Database Systems, vol. 12, no. 3, pp. 472-520, 1987.
25. Y. Liu, F. Yu, S. Y. W. Su, and H. Lam, "A cost-benefit evaluation server for decision support in e-business," Journal of Decision Support Systems and Electronic Commerce, vol. 36, no. 1, pp. 81-97, 2003.
26. A. H. Soukhanov, D. A. Jost, K. Ellis, M. Severynse, M. S. Berube, J. P. Latimer, et al., American Heritage Dictionary of the English Language. Boston: Houghton Mifflin, 1996.
27. M. Lee, S. W. Y. Su, and H. Lam, "Event and rule services for achieving a Web-based knowledge network," in Proc. 2001 Int. Conf. on Web Intelligence (WI-2001), Maebashi City, Japan, 2001, pp. 205-216.
28. D. Von Seggern, CRC Standard Curves and Surfaces. Boca Raton, FL: CRC, 1993.
29. S. Y. W. Su, C. Huang, and J. Hammer, "A replicable Web-based negotiation server for e-commerce," in 33rd Hawaii Int. Conf. Systems Science (HICSS-33), Wailea, Maui, Hawaii, 2000, p. 219.
30. H. Li, "Automated e-business negotiation: Model, life cycle, and system architecture," Department of Computer and Information Science and Engineering, University of Florida, unpublished doctoral dissertation, 2001.
31. S. Y. W. Su, H. Lam, R. Lodha, S. Bai, and Z. J. Shen, "Collaboration technologies for supporting e-supply chain management," in Applications of Supply Chain Management and E-Commerce Research in Industry, E. Akcaly, J. Geunes, P. M. Pardalos, H. E. Romeijn, and Z. J. Shen, Eds. New York: Springer-Verlag, 2004.