In this paper, we discuss security aspects of interactive bilateral multi-attribute negotiations. We introduce this type of electronic negotiations and maintain that it will be an important functional aspect of business-to-business electronic marketplaces. We discuss the general application architecture and the process flow for this type of negotiations. We introduce the relevant security issue...

With the increasing use of technology in the workplace, more organizational communication is electronic and more group tasks are conducted in computer mediated settings than ever before. This includes negotiations, which are an important part of most organizations. Researchers are beginning to realize that the increased use of computer mediated communication in negotiations can change an indivi...

Negotiations can be discussed from a broad or a narrow sense: negotiations in a broad sense include all forms of consultation, communication, discussion, exchanging of views, reaching a consensus, and formal negotiations. Those in a narrow sense include the activities that are carried out in places that are publicly or formally prepared for negotiations. The academic circle of negotiations has ...

Negotiation is a decentralized decision-making process that seeks to find an agreement which will satisfy the requirements of two or more parties in the presence of limited common knowledge and conflicting preferences. Negotiation participants are agents who negotiate on their own behalf or represent the interests of their principals. When electronic negotiations enter the stage, these agents c...

The Doha multilateral round of trade negotiations sponsored by the WTO has been dragging on for over a decade, with no end in sight. In this short paper we assess empirically what determines the duration of trade negotiations, focusing on the span between the start of trade talks and their conclusion. We use data from 88 regional trade agreements between 1988 and 2009, and a semi-parametric Cox...

Concession-making behavior is an essential process in negotiations and auctions and has a critical impact on the outcomes of an exchange. In auctions, concessions relate to deciding on the next bid by bid-makers, while in negotiations they involve proposing next offers by both parties. The purpose of this paper is to empirically investigate concession-making by parties in multi-attribute auctio...

Theory defines negotiation as a continual interpersonal interactive process of decision making. Multilateral negotiations are differentiated from bilateral negotiations because of their wider size, bigger complexity and greater heterogeneity. Management studies relating to negotiations have focused mainly on the negotiation processes between companies, customers and suppliers, and industrial re...

With the New START treaty extension, Moscow and Washington are on course for new arms control negotiations. The unprecedented breadth of strategic bilateral agenda issues means that any future talks would entail extensive linkages trade-off s in various spheres. article explores two domains inevitably have to be addressed negotiations – missile defense conventional weapons. Missile was an integ...

1525 bilateral negotiations were conducted over the Internet via a negotiation support system Inspire. In 53% cases the negotiations were successful and the parties achieved a compromise. The data about these negotiations is studied here in order to determine the underlying reasons for successful negotiations. Because of the size of the dataset the knowledge discovery process is modified allowi...