Negotiation support for Make-To-Order operations in business-to-business electronic commerce

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This paper deals with the problem of supporting negotiations among manufacturing firms that operate on a Make To Order (MTO) basis. First, an analytical model of negotiation between a generic customer–supplier pair is presented. Then, the paper proposes a system based upon an intervenor which allows the parties to reach efficient utility-sharing solutions. Results of numerical experiments in an industrial environment are reported.