Title: A multi-attribute approach to the modelling of human elements in electronic negotiation

Authors: R.P. Sundarraj

Addresses: College of Business and Economics, Qatar University, P.O. Box 2713, Doha, Qatar

Abstract: In recent times, we have witnessed the creation of a number of systems that facilitate the conduct of electronic-negotiations via computer networks. Despite this, there is a paucity of work on endowing systems with elements that occur in human negotiation. In this paper, we propose models that provide negotiation-systems with some degree of semi-autonomous and adaptive behaviour in respect of three human elements, namely, situational power, goal-setting and learning. We use a supply-chain scenario to illustrate our approach and briefly report on a study examining the user-adoption of our models.

Keywords: electronic negotiation; electronic agent design; multicriteria decision making; MCDM; analytical hierarchy process; AHP; supply chain negotiation; user adoption; supply chain management; SCM; e-negotiation; online negotiation; human negotiation; situational power; goal setting; learning; multi-agent systems; software agents; agent-based systems.

DOI: 10.1504/IJPM.2011.040371

International Journal of Procurement Management, 2011 Vol.4 No.3, pp.297 - 314

Published online: 31 Jan 2015 *

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