Coercive Power And Concession Making in Bilateral Negotiation
نویسندگان
چکیده
منابع مشابه
Concession-making in Multi-bilateral Negotiations and Multi-attribute Auctions
Reverse auctions and negotiations are two common procurement mechanisms. The drawback of many auctions is their sole focus on price. The drawback of negotiations is that they are sequential, slow and costly. Internet enables multi-attribute auctions and multi-bilateral multi-attribute negotiations efficiently. In both processes concession-making plays a key role. The paper presents typology of ...
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Traditional negotiation, conducted face-to-face and via mail or telephone, is often difficult to manage, prone to misunderstanding, and time consuming. Automated negotiation promises a higher level of process efficiency, and more importantly, a faster emergence and a higher quality of agreements. The potential monetary impact has led to an increasing demand for systems composed of software agen...
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For a long time, culture has been an influencing parameter in negotiations. Growth of international trades and business competitions has increased the importance of negotiations among countries and different cultures. Developing new technologies, particularly the use of artificial intelligence in electronic trading areas, has provided us with the application of intelligent agents to resolve cha...
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Bargaining power has a major influence in negotiations. Up to now, a lot of electronic negotiation models have been developed and manifold negotiation challenges have been already addressed, but mainly related to the structure and the process of the negotiation. However, research concerning bargaining power is still inadequate represented. Thus, in order to contribute to the state of the art of...
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This paper provides a logical framework for negotiation between agents that are assumed to be rational, cooperative and truthful. We present a characterisation of the permissible outcomes of a process of negotiation in terms of a set of rationality postulates, as well as a method for constructing exactly the rational outcomes. The framework is extended by describing two modes of negotiation fro...
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ژورنال
عنوان ژورنال: Journal of Conflict Resolution
سال: 1995
ISSN: 0022-0027,1552-8766
DOI: 10.1177/0022002795039004003