The Use of Cognitive Maps and Case-Based Reasoning for B2B Negotiation
Journal of Management Information Systems
A generic coordination mechanism for lot-sizing in supply chains
Electronic Commerce Research
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An increasing number of negotiations are conducted via electronic media allowing for an extensive use of software in negotiators' activities. Traditionally, negotiation support was based on normative and prescriptive research; its users were analysts and experts. The purpose of the recently developed e-negotiation systems is to provide negotiators with services and to satisfy their requirements rather than direct their activities so that they conform to rationality and optimality principles. This orientation is typical to software engineering. Dueto the difficulties in reconciling results of prescriptive and descriptive studies the e-negotiation design specifications are often based on selected descriptive approaches at the expense of the prescriptive support. This paper presents selected results from negotiation and e-negotiation research and provides specifications for e-negotiation system design and development. Based on review of methodological foundations and a media reference model an e-negotiation view integration model that integrates behavioural, scientific and engineering views on e-negotiation support and media reference mode is proposed.