Internet technologies are increasingly used in various forms of communication, including negotiations. This paper explores the cultural implications in anonymous interand intra-cultural electronic negotiations. The negotiations were conducted via Inspire, a Web-based negotiation support system, and involved 166 subjects from Austria, Ecuador, Finland, and Switzerland. Hypotheses are formulated ...

Natural language that people use in electronic communication is far from perfect, due to the narrow channel. This also applies to electronic negotiation. We analyze characteristics of the language data obtained from electronic negotiation. We introduce a novel procedure for extracting and building a lexicon from raw noisy data. The data belong to a closed domain, which allows us to perform doma...

Current research in automated negotiation is lack of a unified technical standard, which is an obstacle for the system to be applied practically. The existing standard KQML (Knowledge Query Manipulation Language) has obvious flaws in its semantics definition; moreover, its function is insufficient for describing negotiation. The contribution of the work is twofold. On one hand, it expands the s...

Supplier selection negotiation is a challenged, complex, and nondeterministic problem. To solve the problem well, it is necessary to develop an intelligent system for negotiation support in supplier selection process. Reinforcement Learning (RL) is a powerful algorithm which can be used for the price offer in supplier selection negotiation with the aim of maximizing the demander’s profits. In t...

As a result of a general dissatisfaction with transmission models of learning and theories of cognition that preclude context, "constructivism," or perhaps more accurately, a constructivist metatheory drawn from many sources, has come to dominate contemporary educational psychology. One of constructivism's principal implications, according to Sack, Soloway and Weingrad [9], is that "...activiti...

Information and Communication Technologies (ICT) changed our everyday business drastically. Business routines have been transformed to online activities. New theories and models were developed for the brand new online environment. For online negotiations, however, the research on new mechanisms is not enough, especially for bilateral distributive negotiations. A reserve price reporting mechanis...

As this minitrack celebrates its ninth year of existence, one of its major theoretical contributions is the development, verification and validation of the evolutionary system design (ESD) paradigm for supporting negotiation. In ESD, we advocate a process that helps antagonists evolve along with the dynamics of negotiation in hope of finding a consensus. When encountering an impasse, negotiatio...

Supplier selection is an important problem in supply chain management (SCM), and has attracted the attention of many researchers. Tremendous effort has been spent on the development of agent-based systems to automate supplier selection negotiation process in SCM applications. In this kind of multiagent system (MAS), software agents are established to represent various parties and functions invo...

Diverse types of negotiation support systems have been developed to fulfill the requirements during the pre-negotiation, negotiation, and post-settlement phases. However, to the researcher’s knowledge, there is no system that can provide an accurate suggestion for the negotiator to help determine aspiration utility. In this paper, an analytical approach based on the additive scoring model is pr...