Abstract
Negotiation conducted over the internet is called e-negotiation. An overview of electronic negotiation processes, systems, and studies must begin with definitions of the kinds of software that can be used in negotiation facilitation and support. Based on these definitions, e-negotiation systems (ENSs) can be classified on several dimensions, including the nature of the underlying model, the architecture, and the configuration of interaction of the system with human negotiators. Another dimension of ENSs is intended usage, which may be for business, research, or training. Many factors account for the development and application of ENSs, including new internet technologies, the development of artificial intelligence, multimedia availability, software services, new business models, and increased access to data, especially cloud data. The rapid growth in ENSs has been driven by growth in e-business and e-marketplaces, and the increasing importance of electronic transactions and electronic exchange. The embedded exchange mechanisms and the related research should be explored from the intrinsic change of both social and technical aspects and the interactive impact between them. The development of e-negotiation is best understood as consequence of the interaction of social and technical phenomena.
This chapter, a revision and updating of Kersten and Lai (2010), was completed after the untimely death of Gregory Kersten on May 26, 2020. It stands with many of his important and often seminal contributions, which played a major role in defining and developing the field of group decision and negotiation
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Notes
- 1.
This does not mean that there is no difference between people and software. Human agents may require incentives in order to act on behalf of the principal effectively and efficiently while software does not need them. On the other hand, the principal may expect from human agents a certain ingenuity and ability to cope with unforeseen situations but hardly so from the software agents
- 2.
There is no given a priori decomposition stopping rule. The number of taxonomy levels and their granularity depend on the domain and software engineering requirements. A rule of thumb is to continue decomposition until the lower level-construct has operational relevance, e.g., a parameter or variable in a model
- 3.
Business methods cannot be patented in some countries, e.g., Australia, Canada, signatories of the European Union Convention, and India
- 4.
https://www.jaggaer.com/solutions/, accessed on July 30, 2020
- 5.
https://sites.google.com/site/uolext/home/isorg/isorg-case-studies/chemconnectinc, accessed on July 29, 2020
- 6.
http://www.cybersettle.com/, accessed on July 30, 2020
- 7.
The screenshots are modified so that they do not take a lot of space but illustrate the process as it was presented on the TradeAccess website in August 2000
- 8.
To illustrate the size of the possible legal and accounting expenses a company may incur, consider the agreement between General Electrics and Securities and Exchange Commission in which GE agreed to pay fines of $50 million, and a quarter of $200 million it paid in legal and accounting fees to deal with charges (“Magic Numbers,” The Economist, August 8, 2009)
- 9.
https://www.smartsettle.com/, accessed on July 30, 2020
- 10.
https://beta.reservebidding.com/about, accessed on Aug. 5, 2020
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Acknowledgments
This chapter includes material published in Kersten and Lai (2008), Kersten (2010), and Kersten and Lai (2010). This work was partially supported by the Natural Sciences and Engineering Research Council, Canada, and “Aim for the Top University Plan” of the National Sun Yat-sen University and Ministry of Education, Taiwan, R.O.C.
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Kersten, G., Lai, H. (2021). E-Negotiations: Foundations, Systems, and Processes. In: Kilgour, D.M., Eden, C. (eds) Handbook of Group Decision and Negotiation. Springer, Cham. https://doi.org/10.1007/978-3-030-12051-1_22-1
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