Title :
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
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;
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
DOI :
10.1109/FITME.2008.17
