Using Computers to Realize Joint Gains in Negotiations: Toward an “Electronic Bargaining Table”

DOI10.1287/MNSC.43.8.1147MaRDI QIDQ4363670zbMATH OpenOpenAlexFDO

Authors Arvind Rangaswamy, G. Richard Shell

Publication date 12 November 1997

Published in Management Science (Search for Journal in Brave)

Full work available at URL https://semanticscholar.org/paper/154de429d33221d4981cd44bc4815fbb13a3cd2f

zbMATH Keywords

conjoint analysisnegotiation support systemPareto efficiency

Mathematics Subject Classification ID

Theory of languages and software systems (knowledge-based systems, expert systems, etc.) for artificial intelligence (68T35) Management decision making, including multiple objectives (90B50) Auctions, bargaining, bidding and selling, and other market models (91B26)

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(20)

• Learning about preferences in electronic negotiations - A volume-based measurement method
• A decision support approach for negotiation with an application to agricultural income policy negotiations
• Negotiation support systems: A multi-criteria and multi-agent approach
• Enabling assisted strategic negotiations in actual-world procurement scenarios
• Integration of bargaining into e-business systems
• CONFLICT IDENTIFICATION AND RECONCILIATION IN A COLLABORATIVE MANUFACTURING SCHEDULING TASK
• Automated formal analysis of human multi-issue negotiation processes
• Pre-negotiation phase protocol for electronic negotiation support
• Multi-party and multi-attribute negotiation support system based on preference representation of artificial psychology
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• The agreement process: an empirical investigation of human–human computer-mediated collaborative dialogs
• Concession crossover in electronic negotiations
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• Advances in Artificial Intelligence
• MCDA and preference disaggregation in group decision support systems.
• An Internet-based negotiation server for e-commerce
• Taxonomy of styles, strategies, and tactics in E-negotiations
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