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E-Negotiation SSHRC Project Meeting 2


Yufei Yuan, "User acceptance of e-negotiation methods and e-negotiation services"

User acceptance is one of the key success factors of e-negotiation services. So far, most studies were focused on the user acceptance of e-negotiation methods but not the user acceptance of e-negotiation services. When using student subjects to do the test, the user acceptance of e-negotiation methods is usually high, but for the real world users, the user acceptance of e-negotiation services could be low because many other factors need to be taken into consideration, such as the organizational changes introduced, the additional cost and the real benefit, as well as security and privacy concerns. In this paper we report user acceptance of e-negotiation methods based on three experiments using WebNS, as well as user acceptance of e-negotiation services based on a survey questionnaire of potential real world users. It is important to recognize the differences between the two types of user acceptance.

Rudolf Vetschera, "Measuring efficiency of negotiation outcomes when we do not know preferences"

When utilities of players are known, it is easy to determine whether a negotiation has led to an efficient outcome. However, for an outside observer of a negotiation, this question is much more difficult to answer. The ideas to be presented in this paper are motivated by the necessity to analyze results from experimental negotiations in which no utility elicitation takes place, but experimenters still want to determine how well the individual negotiators have performed and whether the achieved compromise is efficient. We introduce two approaches to performance measurement:

  1. A parameter-free approach, which is based solely on dominance relations between alternatives and does not make any assumptions about the utility functions involved.
  2. A parametric approach to efficiency measurement, which is motivated by concepts from data envelopment analysis (DEA) and needs some assumptions about utility functions.

We will present the theoretical concepts underlying these approaches as well as a first application to data collected during experimental negotiations between students using different internet-based negotiation platforms in the spring of 2003 and conclusions for data collection in future experiments.

Hsiangchu Lai, "Collective bargaining models"

If the consumers on the Internet can form a virtual coalition to bargain collectively with the suppliers, it can reduce the transaction cost of each side while retaining the advantages of the Internet. The purpose of this research was trying to extend the power of virtual communities to online shopping. That is, how consumers can get lower price with stronger collective bargaining power through the concept of virtual community is the major concern of this research. Eight online collective bargaining models and algorithms have been developed based on five dimensions. The five dimensions include initiator, variety of product, number of supplier, collective power base, and pricing. The initiator could be supplier or buyer. The collective bargaining can include a single product only or multiple products. There can be one supplier only or multiple suppliers that can satisfy the requirements together. The collective bargaining power can be based on value or quantity. In term of the pricing, the buyer can accept the current price or offer with a reservation price.

Mareike Schoop, "Negoisst: A negotiation support System for B2B e-negotiations"

The negotiation support system Negoisst is based on the argument that the success of electronic trade depends to a large extend on the support of communication-intensive trade phases such as negotiation in addition to the support of product-oriented phases such as search. To this end, our framework DOC.COM combines cooperative document management and communication management. The framework has been implemented into the Negoisst system that enables effective support of complex electronic negotiations. Negoisst will be introduced using examples from successful validations in the construction industry as illustrations.

Sabine Koeszegi, "Exploring the culture-technology links"

Based on alternative theories and a systematic review of empirical evidence from NSS and CMC research a theoretical model for the cultural impact on electronic negotiations is proposed. Based on propositions of the Social Information Processing (SIP) theory, the Reduced Social Cues (RCS) perspective, and the SIDE model (Social Identity and DE-individuation) the ‘Moderating-effects Model’ suggests four factors moderating the effects of culture on behavior and outcomes in electronically mediated negotiations: media bandwidth, imposed structure by the system, value compatibility between values conveyed through the system and values of the user’s culture, as well as identity salience. Propositions of the model (i.e. structure hypotheses and value compatibility hypotheses) will be tested with data from a cross-cultural experiment conducted in spring 2003 with Taiwanese and Austrian with two different negotiation platforms Course and Inspire. The experiment design and hypotheses are discussed.

Christine Kiss and Adrian Paschke, "Design patterns for coordination"

The short presentation will describe our current work on a negotiation design patterns library, which is part of project 4. The online pattern library will contain an online glossary and a collection of frequently used design patterns for the solution of decentralized coordination / negotiation problems. This should enable researchers and practitioners to communicate effectively about particular protocols. The patterns are written from the point of view of a systems engineer, but draw on the results of other disciplines such as social choice theory, mechanism design theory or group decision and negotiation theory. The project will deploy a generic (XML) schema for the description of negotiation protocol patterns and provide a first collection of patterns on the web. Project partners can provide new patterns, which can then be easily added to the pattern library. A search facility should be provided as well.

Jamshid Etezadi, "Multi-criteria decision making methods for e-negotiations: A critical review"


February 7, 2005