Strategies for agent-based negotiation in e-trade
Contribuinte(s) |
Abawajy, Jemal Pathan, Mukaddim Rahman, Mustafizur Pathan, Al-Sakib Khan Deris, Mustafa Mat |
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Data(s) |
01/01/2012
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Resumo |
£-negotiation handles negotiation over the Internet without human supervision and has shown effectiveness in concluding verifiable and more favorable agreements in a reasonably short time. In this chapter, the authors discuss the negotiation 5ystem and its components with particular emphasis on negotiation strategies. A negotiation strategy defines strategic tactics, which advise on the proper action to select from a set of possible actions that optimizes negotiation outcomes. A strategy should integrate negotiation goals and reactive attitudes. Usually, a fixed strategy is implemented during the course of negotiation regardless ofsignificant decision-makingfactors including market status, opponent :S profile, or eagerness for a negotiated goods/service. The chapter presents the main negotiation strategies and outlines the different decision-makingfactors that should be considered. A strategy uses a utility function to evaluate the offer of an opponent and advises on the generation of a counter offer or the best interaction. The authors finally discuss different utility functions presented in the literature.<br /> |
Identificador | |
Idioma(s) |
eng |
Publicador |
Information Science Reference |
Relação |
http://dro.deakin.edu.au/eserv/DU:30049548/aljaljouli-strategiesforagent-2013.pdf http://dro.deakin.edu.au/eserv/DU:30049548/evid-bknetworkandtrafficeng-2013.pdf http://hdl.handle.net/10.4018/978-1-4666-1888-6.ch003 |
Direitos |
2012, Information Science Reference |
Palavras-Chave | #negotiations #e-trade |
Tipo |
Book Chapter |