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4th e-Negotiations Workshop, September 4, 2003
at DEXA 03, September 1-5, 2003, Prague

Negotiations in electronic markets - beyond price discovery


We are pleased to announce that the fourth e-Negotiations workshop will take place as part of DEXA 2003 (14th International Conference on Database and Expert Systems Applications) and invite you to participate in what promises to be another inspiring workshop.

Negotiations are believed to be an advantageous coordination mechanism for electronic markets that transcend the selling of commodities as well as for the coordination of complex interactions among organisations. In today's electronic markets many complex multi-attribute negotiations are conducted via electronic channels such as e-mail or video-conferencing, but in a free-form manner without explicit rules. Structured negotiation systems with support for multi-attribute negotiations are just on the verge of finding widespread support in practice.

Over this series of e-Negotiation workshops we have seen how advances in negotiation research were piloted in electronic markets, led to new business ventures, or became part of commercial software - prominent examples can found in the domain of request-for-quote (RFQ) packages. Today, this history gives us the opportunity to review the progress of e-negotiations, to assess their limitations, and to develop new research contributions to foster their proliferation.

The participants of the workshop are invited to describe theoretical or experimental research in the domain of complex multi-attribute negotiations including the following topics:

  • Methodological foundations of e-negotiations
  • Design, development, and automation aspects of e-negotiations
  • Assessments of the use of e-negotiations in different organisational and cultural settings
  • Studies of the impact of e-negotiations on electronic markets and vice versa
  • Coordination through e-negotiation mechanisms

Following our tradition, the paper presentations at the workshop will be concluded with an open discussion on current activities in the e-negotiation community.


11:00 11:30 NeSSy: Enabling mass e-negotiations of complex contracts  Willy Picard, The Poznan University of Economics, Poland.

11:30 12:00 Ubiquitous negotiation games: a case study
Reinhard Brandl, Jean-Marc Andreoli and Stefania Castellani, Xerox Research Centre Europe, France.

12:00 12:30 Middleware supporting negotiations on electronic markets
Waldemar Wieczerzycki, The Poznan University of Economics, Poland.

12:30 14:00

14:00 14:30 A heuristic model for concurrent bi-lateral negotiations in incomplete information settings
Thuc Duong Nguyen and Nicholas R. Jennings, University of Southampton, UK.

14:30 15:00 Preference revelation in multi-attribute bidding procedures - An experimental analysis
Stefan Strecker and Peter Seifert, University of Karlsruhe, Germany.

15:00 15:30 E-negotiations, supply networks and collaborative product development in aerospace manufacturing
Kevin Laframboise and Felipe Reyes, Concordia University, Montreal, Canada.

15:30 16:00
Coffe break

16:00: 16:20 Demo session Waldemar Wieczerzycki, The Poznan University of Economics, Poland.

15:30: 16:00 Moderated discussion  

Workshop organisation

Chair:   Michael Ströbel, BMW Group, Germany
Co-Chair:   Gregory E. Kersten, University of Ottawa and Concordia University, Canada
Co-Chair:   Christof Weinhardt, University of Karlsruhe, Germany
Programme committee:   Martin Bichler, Technical University of Munich, Germany
    Stefania Castellani, Xerox Research Centre Europe, France
    Ryszard Kowalczyk, CSIRO, Australia
    Mark Klein, MIT Sloan School of Management, USA
    Heiko Ludwig, IBM Research, USA
    Jeffrey Teich, Erasmus University Rotterdam and New Mexico State University.
    Bartel van de Walle, New Jersey Institute of Technology, USA
    Yufei Yuan, McMaster University, Canada


January 6, 2004