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...

agent-based negotiation is one of the interesting approaches in the field of automated negotiation in the e-commerce world. establishment an automated negotiation needs to develop a mechanism for it and it is obvious that users would accept a mechanism that is reliable alternative for negotiating individual. therefore, the need to developing efficient and reliable agent-based negotiation mechan...

How to apply negotiation principles to E-business is an important topic for both negotiation research and E-business research. Automation of E-business negotiation is even more challenging due to the inherent complexity of business negotiations. Some research has been done in this area, but a comprehensive model for automated E-business negotiation is still missing. Furthermore, existing work i...

Contracts are important for attaining business process interoperability and enforcing their proper enactment. An e-Contract is the computerized facilitation or automation of a contract in a cross-organizational business process. In this paper, motivated by sales contracts, we propose a systematic way to perform negotiation activities over the Internet, in order to reduce the cost and improve th...

The decision-making aspect of the negotiation process requires that participants collect and process information to determine alternatives, and to formulate offers and arguments. The communication aspect of negotiations involves exchange of offers, arguments and counterarguments. Collecting and processing new information involves learning, leading to modifications and adjustment of the decision...

Traditionally, negotiation support was based on normative and prescriptive research; its users were analysts and experts. The purpose of the recently developed e-negotiation systems is to provide negotiators with services and to satisfy their requirements rather than direct their activities so that they conform to rationality and optimality principles. This orientation is typical to software en...

To automate most of commerce time-consuming stages of the buying process, software agent's technologies have been proposed and employed in different transaction stages of e-commerce. The agents in e-negotiation dialogs based on their owner requirements until reaching agreement on one or multi issues of the negotiation. In addition, in many real conditions negotiation, negotiation agents have on...

a r t i c l e i n f o Automated negotiation plays an important role in dynamic trading in e-commerce. Its research largely focuses on negotiation protocol and strategy design. There is a paucity of further scientific investigation and a pressing need on the implementation of multi-strategy selection, which is crucially useful in human–computer negotiation to achieve better online negotiation ou...

With the increasing popularity of e-marketplaces for B2C and B2B e-commerce, intelligent software agents are promising in improving the effectiveness of these markets by autonomously searching for products and negotiating contracts on behalf of the human decision makers. A large number of research has been conducted to develop negotiation protocols and mechanisms for automated negotiations. How...