A multi-attribute approach to the modelling of human elements in electronic negotiation

R.P. Sundarraj

International Journal of Procurement Management, 2011, vol. 4, issue 3, 297-314

Abstract: In recent times, we have witnessed the creation of a number of systems that facilitate the conduct of electronic-negotiations via computer networks. Despite this, there is a paucity of work on endowing systems with elements that occur in human negotiation. In this paper, we propose models that provide negotiation-systems with some degree of semi-autonomous and adaptive behaviour in respect of three human elements, namely, situational power, goal-setting and learning. We use a supply-chain scenario to illustrate our approach and briefly report on a study examining the user-adoption of our models.

Keywords: electronic negotiation; electronic agent design; multicriteria decision making; MCDM; analytical hierarchy process; AHP; supply chain negotiation; user adoption; supply chain management; SCM; e-negotiation; online negotiation; human negotiation; situational power; goal setting; learning; multi-agent systems; software agents; agent-based systems. (search for similar items in EconPapers)
Date: 2011
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Persistent link: https://EconPapers.repec.org/RePEc:ids:ijpman:v:4:y:2011:i:3:p:297-314

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