A Cooperative-Competitive Negotiation Model

Service negotiation is a complex activity in e-business. Negotiation automation is able to free people from tedious interactions including both trivial actions, such as selection of a brand of wines for purchase, and complex tasks, such as conference organizations. Most of the existing negotiation automations are “price” bargaining type of position based negotiations, or simple alternative solution seeking type of interest based negotiations. In an e-business environment, it would be more powerful if new services could be built based on multiple parties’ existing services to have a cooperative solution. This paper proposes a negotiation model to enable negotiation parties to exchange preferences and knowledge, develop optimal cooperative solutions for mutual benefits. It is a cooperativecompetitive win-win strategy.