E-negotiation handles negotiation over the Internet without human supervision and has shown effectiveness in concluding verifiable and more favorable agreements in a reasonably short time. In this chapter, the authors discuss the negotiation system and its components with particular emphasis on negotiation strategies. A negotiation strategy defines strategic tactics, which advise on the proper ...

Almost all businesses are involved in complex business processes including negotiation. To enter into a negotiation process, the protocol or rules of negotiation need to be established. In the negotiation mechanism, the negotiation protocol is one of the main issues in binding an agreement. This paper investigates the monotonic concession protocol, which is difficult to utilize in an automated ...

Our Agent-based Software Process Modelling (ASPM) approach describes a software process as a set of cooperative agents. Negotiation is the way in which the agents construct their cooperative relations, and thus the software process. Currently, most negotiation models use a fixed negotiation protocol and fixed strategies. In order to achieve the flexibility that the negotiation of the agents in ...

With the emergence of e-business as the next killer application for the Web, automating bargaining-type negotiations between clients (i.e., buyers and sellers) has become increasingly important. With IDEAL (Internetbased Dealmaker for e-business), we have developed an architecture and framework, including a negotiation protocol, for automated negotiations among multiple IDEAL servers. The main ...

Ideology, power, and identity are truly reflected in people’s daily discourse including mark negotiation discourse of students. Peculiar power relations in Iranian academic settings and the unique features of politeness in Farsi extending up to Ta’arof motivated the researcher to statistically analyze a total of 50 mark negotiation discourse samples of Iranian university students from diverse d...