PURPOSE Few researchers have explored the negotiation experiences of academic medical faculty even though negotiation is crucial to their career success. The authors sought to understand medical faculty researchers' experiences with and perceptions of negotiation. METHOD Between February 2010 and August 2011, the authors conducted semistructured, in-depth telephone interviews with 100 former ...

An increasing number of negotiations are conducted via electronic media allowing for an extensive use of software in negotiators’ activities. Traditionally, negotiation support was based on normative and prescriptive research; its users were analysts and experts. The purpose of the recently developed e-negotiation systems is to provide negotiators with services and to satisfy their requirements...

In agreement problems, agents must assign options to variables, typically via negotiation, in order to gain reward. For an assignment to occur, agents with different individual preferences must agree on an option. We provide a formalism for agreement problems and negotiation, which encompasses important real-world problems faced by people daily, e.g., selecting a meeting time, deciding on a loc...

a r t i c l e i n f o Automated negotiation plays an important role in dynamic trading in e-commerce. Its research largely focuses on negotiation protocol and strategy design. There is a paucity of further scientific investigation and a pressing need on the implementation of multi-strategy selection, which is crucially useful in human–computer negotiation to achieve better online negotiation ou...

The proliferation of the digital economy has created a need for firms to negotiate business deals online. Negotiation support tools are likely to play a more critical role in web portal sites, manufacturer-supplier procurement sites, and on-line exchanges. Prior research has shown that negotiators concern themselves with fairness because they care about building and strengthening business relat...

In this paper we test the hypothesis that Virtual Reality (VR) negotiation training positively influences negotiation skill and knowledge. We discuss the design of the VR training. Then, we present the results of a between subject experiment (n=42) with three experimental conditions (control, training once, repeated training) investigating learning effects on subjects’ negotiation skill and kno...

The importance of personalized products and services is increasing in the dynamic customer-oriented business marketplace. Open environment of dynamic interoperable eBusiness processes is a key requirement for the emerging business models. Negotiation processes are at the core of dynamic eBusiness. While research on negotiation is not new, the vast majority of the studies to date have focused on...

Information about the opponent is essential to improve automated negotiation strategies for bilateral multi-issue negotiation. In this paper we propose a negotiation strategy that combines a Bayesian technique to learn the preferences of an opponent during bidding and a Tit-for-Tat-like strategy to avoid exploitation by the opponent. The learned opponent model is used to achieve two important g...

As stakeholders vie for increasingly limited resources in health care, physicians would be well advised to hone their skills of negotiation. Negotiation is defined as a strategy to resolve a divergence of interests, be they real or perceived, where common interests also exist. Negotiation requires effective communication of goals, needs, and wants. The “basic needs” model of negotiation is best...

This paper presents an axiomatic approach to negotiation protocol analysis. We consider a negotiation procedure as multiple stages of mutual belief revision. A set of postulates in AGM-style of belief revision are proposed to specify rational behavior of negotiation. An explicit construction of negotiation function is given in which negotiation process is viewed as the interaction of two iterat...