A Cooperative Negotiations Meta Strategy of Incomplete Information in the Ecommerce

Author

Dong, Shaobin ; Feng, Yuqiang ; Xie, Hongbing ; Sun, Xiaoyu

Author_Institution

Sch. of Manage., Harbin Inst. of Technol., Harbin

fYear

2008

fDate

20-20 Nov. 2008

Firstpage

86

Lastpage

89

Abstract

A cooperative negotiations meta strategies is proposed. The negotiation strategies is based on multi-attributive utility theory. It is put forward cooperative negotiation strategies to combine negotiation tactics: a model based on decision functions and a trade-off strategy. After the experiments it could be seen that the cooperative negotiation strategies developed obtains more satisfactory agreements compared to other strategies. The cooperative negotiation strategies is suitable for dynamic ecommerce.

Keywords

electronic commerce; optimisation; utility theory; cooperative negotiations meta strategy; decision functions; ecommerce; multiattributive utility theory; negotiation tactics; trade-off strategy; Consumer electronics; Contracts; Electronic commerce; Engineering management; Information management; Information technology; Proposals; Seminars; Technology management; Utility theory; Cooperative Negotiations; Ecommerce; concession tactics; trade-off strategies;

fLanguage

English

Publisher

ieee

Conference_Titel

Future Information Technology and Management Engineering, 2008. FITME '08. International Seminar on

Conference_Location

Leicestershire, United Kingdom

Print_ISBN

978-0-7695-3480-0

Type

conf

DOI

10.1109/FITME.2008.17

Filename

4746448