Business Models for E-negotiation Services
||Y. Yuan, McMaster University
||J. Etezadi, Concordia University,
K. Laframboise, Concordia University, Ch.
Weinhardt, University of Karlsruhe, St. Strecker,
University of Karlsruhe.
The objective of this research is to build business models for e-negotiation
services. Although negotiation support systems have been studied and
developed for more than two decades, they had very little influence
in industry in the past. The advances of Internet technology and the
growth of e-commerce make it possible and desirable to offer e-negotiation
services through the Internet. However, can these e-negotiation services
be profitable? What is the appropriate business model that may lead
to the success of e-negotiation services?
As corporate strategies evolve,
we witness specific departmental functions being diluted throughout
the firm as a company-wide philosophy skill set. Is it likely that
in the future every manager will be quality manager, IT manager, and
also supply chain manager? What is the impact for e-negotiations when
firms that transact with each other reach this point of corporate maturity?
To answer these questions a number of issues need to be addressed.
The evolution of organizational structures needs to be determined to
predict their future shape. We need to study the potential impact of
the new structures on the way that transactions are negotiated between
firms. The situation assessment is followed by:
- Identification of the market demand for e-negotiation services and
classification of the existing e-negotiation services that provide values
to meet these demands.
- Identification of the negotiation scenarios in which e-negotiations
replace traditional negotiations, their benefits and the success factors
for commercial e-negotiations.
- Identification of the cost structure and source of revenue and study
of the extension of the traditional business models for dimensions particular
- Identification of the challenges for the success of e-negotiation
including user acceptance, security and privacy protection etc.
- Specification of the business chances and risks faced by e-negotiation
- Work on a framework for the development of e-negotiation business
models. The framework can be used by e-negotiation service providers
to develop a successful business strategy.
- Conduct web searching and collect information about existing e-negotiation
- Build a theoretical business model for e-negotiation services.
- Develop questionnaire to collect data from selected e-negotiation
- Data collection (questionnaire and side visits); survey via a web-based
- Structural factors for successful deployment of e-negotiation initiatives.
- Business models for e-negotiation services for travel industry.
- Data analysis and models’ verification.