On automated e‐business negotiations: Goal, policy, strategy, and plans of decision and action
| Autor: | Herman Lam, Stanley Y. W. Su, Haifei Li |
|---|---|
| Rok vydání: | 2006 |
| Předmět: |
Knowledge management
Electronic business business.industry Process (engineering) Computer science media_common.quotation_subject ComputerApplications_COMPUTERSINOTHERSYSTEMS Context (language use) Automation Computer Science Applications Negotiation Computational Theory and Mathematics Action (philosophy) Negotiation theory business Decision model Information Systems media_common |
| Zdroj: | Journal of Organizational Computing and Electronic Commerce. 16:1-29 |
| ISSN: | 1532-7744 1091-9392 |
| DOI: | 10.1080/10919390609540288 |
| Popis: | 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 ... |
| Databáze: | OpenAIRE |
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