E-negotiation Systems Research Articles

Enhancing supplier integration through e-design and e-negotiation in small and medium enterprises

Background: The effects of globalisation, e-procurement and supply chain integration have become paramount to the success of supply chain management, especially to small and medium enterprises (SMEs) in a developing country context such as South Africa. Most studies on e-procurement and supplier integration have focused on large firms. Aim: The aim of this study was to investigate how SMEs can enhance their supplier integration through e-design and e-negotiation. Setting: This study was conducted in the Sedibeng region of the Gauteng province, South Africa. Method: A quantitative research methodology was adopted in which the survey questionnaire was used to gather data from 283 SME owners and managers. A non-probability sampling employing convenience method was used. A structural equation modelling and the path modelling techniques were undertaken for this study. Results: The principal finding of this study reveals that e-design has a positive and significant linear relationship with supplier integration. The findings further reveal that e-negotiation has a positive and significant linear relationship with supplier integration. Conclusion: This study added practical value by developing an integrative model which might be used by SME practitioners in South Africa. The study recommended that SME owners and managers must effectively implement e-design and e-negotiation systems to increase the chance of integrating with their suppliers, thereby increasing the chance of improving performance and cutting supply chain costs.

The possible role of empathy and emotions in virtual negotiation

The goal of the present study is to explore the role of empathic and emotional skills in virtual negotiation, and to try to verify their possible role in different contexts: monetary/non-monetary, in circumstances in which a counterparty is familiar or unknown, and with respect to polite or rude responses from the negotiating counterparty. To this end, 320 participants aged between 19 to 25 years old were involved in a simulated virtual negotiation. Participants were required to fill in a Basic Empathy Scale (BES) questionnaire, they were also asked to report the prevalent emotion they had felt during the interaction, and if they thought they were interacting with a real person. The results of this research confirm the tendency of participants to minimise losses. Although the capacity for empathy does not seem to have a role, the behaviour of participants appears more cooperative when they have to deal with a familiar negotiation counterparty. Emotions appear to play a positive role when negotiating with, what is perceived to be, a real person. Practitioner summary: We conducted this study as part of a Master’s Degree programme which was specifically focussed on human-computer interaction. Results show that negotiation was affected by emotions experienced during the experiment, and by the perception of the negotiating counterparty as a familiar person more so than by empathy. Abbreviations: AE: affective empathy; AMIS: assessment model of internet systems; ANOVA: ANalysis Of VAriance; BES: base empathy scale; CE: cognitive empathy; CMC: computer mediated communication; ENS: e-negotiation systems; FTF: face-to-face communication; NSA: negotiation support agents; PC: personal computer.

Integrating Time-Preferences into E-Negotiation Systems: A Model, Elicitation Approach and Experimental Implications

Researchers have advocated that the acquisition of user preferences is important to the successful adoption of electronic negotiation systems. In this paper, we focus on one such preference, namely time preference, wherein the price of a good/service varies according to the delivery/consumption time. Time preference is a behavioral aspect that varies across buyers. We discuss how different types of preferences can be elicited, represented and integrated with electronic negotiations. We discuss three experiments to study the effect of time preferences on negotiation. The first is a preference elicitation experiment involving 36 subjects. The next two are agent-to-agent negotiation experiments, one based on the individual preferences obtained earlier and the other based on an expanded dataset on both individual preferences as well as negotiation parameters. The agent-based experiment compares outcomes and efficiencies between the standard exponential discounting model and two behavioral models of time preference. Our results bring out the preferences of subjects, as well as the extent to which negotiation is affected and enhanced by the incorporation of time-preferences.

A knowledge-based framework for complex, proactive and service-oriented e-negotiation systems

Advances in information technology and knowledge management change the way that e-negotiations, which constitute an important aspect of worldwide e-trading, can be structured and represented. In this paper, a novel approach that focuses on knowledge modeling, formalization, representation and management in the domain of e-negotiation is described. The proposed approach exploits Ontologies, Service Oriented Architectures, Semantic Web Services, software agent platforms, and Knowledge-Bases to construct a framework that favors dynamically adapted negotiation protocols, negotiation process visualization and management, modeling and preference elicitation of the negotiated object and automatic deployment of negotiation interfaces. Negotiation process, protocol and strategy are examined, and a hybrid approach that integrates rules and workflow diagrams to describe and represent them is introduced.

Negotiation Support and E-negotiation Systems: An Overview

With negotiation being an often difficult process involving complex problems, computer-based support has been employed in its various phases and tasks. This article provides a historical overview of software used to support negotiations, aid negotiators, and automate one or more negotiation activities. First, it presents several system classifications, including implemented models, system architectures, and configurations of various systems interacting with human negotiators. Then, it focuses on NSSs (negotiation support systems) and related systems introduced in the early 1980s and on ENSs (e-negotiation systems), which are deployed on the web. These broad categories are discussed from four perspectives: real-life applications, systems used in research and training, research results, and research frameworks.

Configurable e-negotiation systems for large scale and transparent decision making

Participatory democracy is one of several conceptions of democracy which strives to create opportunities for all members of a group to contribute to the decision making process. Recent developments in information technologies in general and Internet technologies in particular are affecting the existing democratic mechanisms, hence enabling citizens and organizations to participate widely, efficiently and transparently in the decision making process and, most importantly, to arrive at better decisions faster, through negotiation. E-negotiation systems rely on such technologies to implement protocols ranging from motion raising and voting to auctions, and to make them available on the web for general use. E-negotiation systems can be used for political and societal decision making as well as business dealings within e-government and B2B settings. In order for these systems to fulfill their promise of bringing decision making opportunities to all, we need a structured approach and a configurable framework for designing, implementing and deploying them. The resulting systems should be web-based, easy to use, affordable, traceable, reliable, secure, flexible, efficient, and open for integration with other systems. This paper starts by examining leading research initiatives to devise such a framework and discussing the motivations behind them. We then introduce several design requirements derived from the expectations of e-negotiation systems providers and users. We argue that meeting these requirements fosters a more democratic and efficient decision making process. We also present our approach and vision of a configurable framework for designing, implementing and deploying e-negotiation systems.

Exploring usage continuance of e-negotiation systems: expectation and disconfirmation approach

Online negotiation is becoming increasingly popular and important due to the rapid growth of global e-business, with the factors determining the continuance of e-negotiation systems (ENSs) usage––rather than the mere acceptance of their use––receiving more attention. This study used the expectation-disconfirmation theory to investigate the factors influencing the intention of ENS usage continuance. Using two Web-based ENSs, data were collected from 170 negotiators who participated in an e-negotiation experiment lasting 17 days. A structural-equation modeling technique was adopted to examine the research model and hypotheses. The obtained research results provide novel insights into ENS usage continuance for ENS researchers, developers, and managers. They indicate that positive disconfirmation (i.e., where the actual experience or perceived performance is better than the expectation) plays a crucial role in shaping the intentions of users to continue using an ENS. Therefore, researchers should consider postusage factors when attempting to elucidate the decision-making processes that underlie the continued use of an ENS. Similarly, the development of a successful ENS requires its developers to consider the expectations of users when designing the system specification. To ensure ENS usage continuance, IS managers should continuously monitor the users’ expectation-disconfirmation status to ensure their satisfaction with the ENS.

Modeling e-Negotiation Processes for a Service Oriented Architecture

Most of today's e-marketplaces support a single negotiation protocol. The protocol is usually built into the e-marketplace infrastructure, therefore if a new one is introduced then a time consuming and complex process of implementing it takes place. Moreover, participants in the e-marketplace need to adapt their interfaces to the new protocol, especially if they use automated tools to interact with the e-marketplace. This paper reports on a model-driven approach and a framework for rapid and user-friendly development of configurable service oriented e-negotiation systems. We believe that a formal specification of negotiation protocols and their separation from the market infrastructure that implements them is a step towards configurable e-negotiation systems. The protocols are graphically designed for the e-marketplace then mapped into web service orchestrations. Participants use automated negotiation systems to interact with the e-marketplace. These systems are generated based on the negotiation protocol implemented on the e-marketplace. A declarative language is used to specify negotiation strategies and tactics. We propose an algorithm to map Statechart models of negotiation protocols into web service orchestrations and we report on the current implementation of our framework.

Visualization in e‐Negotiations: An Inspire ENS Graph is Worth 334 Words, on Average

Electronic negotiations are supported by a number of technologies including e‐mail, web‐enabled decision support systems and e‐negotiation systems (ENSs). The features of the ENS used by a negotiator can affect the negotiation outcome because of the type and scope of support provided and its presentation. ENSs usually interface with users via a natural language system and/or graphical display. This paper reports the results of the effect of the provision of graphical representation on reaching agreement in bilateral negotiation using the Inspire ENS system compared to negotiations conducted using the same system without graphical representation. No difference was observed in the proportion of dyads that reached agreement with graphical representation compared to the system without graphical support. For dyads that reached agreement, participants using the system without graphical support submitted a lower number of offers. The average message size per dyad was 334 words greater, on average, for successful...

A model-driven approach for the rapid development of E-negotiation systems

Most of today’s e-marketplaces support a single negotiation protocol. The protocol is usually built into the e-marketplace infrastructure, therefore if a new one is introduced then a time consuming and complex process of implementing it takes place. Moreover, participants in the e-marketplace need to adapt their interfaces to the new protocol, especially if they make use of automated means such as software agents to interact with the e-marketplace. This paper reports on a model-driven approach and a framework for rapid and user-friendly development of configurable e-marketplaces and automated e-negotiation systems. A designer on the e-marketplace specifies negotiation protocols using Statecharts and feeds them to a mapping system that transforms them into web service orchestrations. Participants use automated negotiation systems to interact with the e-marketplace. An automated negotiation entity capable of interacting with the emarketplace is generated based on the negotiation protocol implemented on the emarketplace. The automated negotiation entity is provided with negotiation strategies and tactics specified in a declarative format. We propose a mapping algorithm to transform Statechart models of negotiation protocols into web service orchestrations.

Applying the Montreal Taxonomy to State of the Art E-Negotiation Systems

Applying the Montreal Taxonomy to State of the Art E-Negotiation Systems