In this paper we test the hypothesis that Virtual Reality (VR) negotiation training positively influences negotiation skill and knowledge. We discuss the design of the VR training. Then, we present the results of a between subject experiment (n=42) with three experimental conditions (control, training once, repeated training) investigating learning effects on subjects’ negotiation skill and kno...

Negotiation in traditional commerce is a complex communication process. Research in negotiation support for electronic commerce has focused on new negotiation protocols such as auctions. However, for peer-to-peer negotiations in business-to-business electronic commerce such protocols are inappropriate. In this paper we present a novel approach to the effective support of electronic negotiations...

Distributed notification services allow consumers and publishers of notifications to interact with different notification services. However, such a distributed infrastructure makes it difficult to share notifications between consumers when consumers are allowed to specify Quality of Service levels. In this paper, we present a chained negotiation engine, enabling distributed notification service...

We investigate people’s attitudes towards the possible use of mobile negotiation support systems (NSS) in different social contexts and the consequences for their design. For that purpose we developed an online survey based on existing models of technology acceptance. In the questionnaire we showed five filmed scenarios of NSS use contexts. The data collected from 120 respondents, showed (a) th...

Prior research on negotiation support systems (NSS) has paid limited attention to the information content in the observed bid sequences of negotiators as well as on the cognitive limitations of individual negotiators and their impacts on negotiation performance. In this paper, we assess the performance of human subjects in the context of agent-based NSS, and the accuracy of an exponential funct...

The negotiation of what is to count as mutually acceptable collaborative knowledge is difficult to conduct when participants cannot interact face-to-face. We review certain related work on negotiation support and develop a concept of “knowledge negotiation” that is appropriate for collaborative learning in ALNs used in school classrooms. This concept is situated within the framework of collabor...

The negotiation of what is to count as mutually acceptable collaborative knowledge is difficult to conduct when participants cannot interact face-to-face. We review certain related work on negotiation support and develop a concept of “knowledge negotiation” that is appropriate for collaborative learning in ALNs used in school classrooms. This concept is situated within the framework of collabor...

Several studies of two-party negotiations have shown that negotiators more often than not reach inefficient compromises. We analyze the circumstances under which rational agents make inefficient compromises and refrain from improving them. We do this by describing and interpreting various negotiation situations and by developing formal constructs and theorems for determining the character of a ...

In a supply chain management context, the enterprise architecture concept to efficiently support the collaborative processes among the supply chain members involved has been evolving. Each supply chain has an organizational structure that describes the hierarchical relationships among its members, ranging from centralized to decentralized organizations. From a decentralized perspective, each su...

Negotiation support is an important challenge for business-to-business e-commerce that is still poorly supported in current information systems. One reason is that negotiation processes are much harder to formalize than the business processes in the fulfilment phase. The goal of this paper is to provide the basis for a formal analysis of different types of electronic negotiations which can help...