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2003 | Buch

Introduction Kapitel lesen Erstes Kapitel lesen

Engineering Electronic Negotiations

A Guide to Electronic Negotiation Technologies for the Design and Implementation of Next-Generation Electronic Markets— Future Silkroads of eCommerce

verfasst von: Michael Ströbel

Verlag: Springer US

Buchreihe : Series in Computer Science

Enthalten in: Professional Book Archive

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Über dieses Buch

Michael Ströbel worked for several years as a software engineer and consultant in the German IT industry before joining IBM Research in Switzerland, where he developed his interest in support for negotiations in electronic markets. During his career in research, he has published several articles on this topic in major international conferences and journals and received a PhD from the University of St.Gallen, Switzerland.

Based on his experiences and contributions, the author discusses electronic negotiation technologies - key ingredients for the next generation of electronic markets - from a scientific as well as a practitioner's perspective. He reviews the state-of-the-art and then introduces novel support mechanisms and design elements, which are applied in a number of case studies. This book is geared towards technicians interested in E-Commerce application development but also offers extensive background reading for educational purposes.

Inhaltsverzeichnis

Frontmatter
Chapter 1. Introduction
Why electronic negotiations?
Abstract
Research in the domain of electronic negotiations is a rather new and very interdisciplinary field that is gaining more and more attention due to the industry hype and momentum regarding electronic commerce (eCommerce) and electronic markets. Until recently, electronic markets have been dominated by fixed pricing. Offers or classified ads (such as in an online catalogue) are posted electronically, for example by sellers, and buyers can either take these offers at the advertised price or ‘leave’.
Michael Ströbel
Chapter 2. Assessment
On the state of the art
Abstract
A negotiation is a complex, ill-structured, and uncertainty-prone process, which might be subject to half-truths, tricks, and other means of psychological warfare [Syca90]. Accordingly, its multitude of aspects and dimensions is reflected in the diversity of related research [Hols+95]. This chapter aims to capture the primary contributions of research in the domain of negotiations in order to critically review the current state of the art.
Michael Ströbel
Chapter 3. Foundations
Terms, formalisms, and a taxonomy
Abstract
In this chapter a specific foundation for the presentation and discussion of the research results is developed for this book. This foundation complements the theoretical and practical assets for electronic negotiations reviewed in the previous section. The definition system in this chapter comprises:
  • the introduction of a set of basic concepts and especially the notion of electronic negotiations and negotiation support,
  • the development of a formal specification for describing a multi -attribute electronic negotiation situation and process,
  • the characterisation of elements of a reference model for electronic negotiation development and execution processes, and
  • the profile of a taxonomy that can be used to classify distinctively different types of electronic negotiations.
Michael Ströbel
Chapter 4. Electronic negotiation support
From matchmaking to contracting
Abstract
In this chapter, the concept of support for symmetric multi-attribute negotiation intermediation in electronic markets is conceptualised through the paradigm of negotiation support components (NSC). On the basis of a conceptual definition, requirements are derived that can be used to identify NSC candidates. Additional criteria for the final selection and construction of NSCs from a set of candidates are suggested. This addresses the first problem identified in Section 2.3, which declared that automation or assistance for multi-attribute negotiation decision tasks in electronic markets is insufficient to attain low transaction costs. The specification of NSCs in the design of electronic negotiations and the integration of NSCs in a generic electronic negotiation architecture model will be discussed in Chapter 4 and Chapter 5.
Michael Ströbel
Chapter 5. Electronic negotiation design
Specifying ″what″ and ″how″
Abstract
The second current problem identified in Section 2.3 for the domain of electronic negotiations describes a lack of comprehensive model representations for the design or discussion of electronic negotiation scenarios. As a solution to this problem, this chapter presents an approach for the design of multi-attribute negotiation intermediation scenarios in electronic markets that is based on and results in well-defined abstractions. These abstractions provide an extensive foundation for the implementation of electronic negotiation support. Overall, this chapter constitutes the second main contribution to the enMedia framework.
Michael Ströbel
Chapter 6. Electronic negotiation architecture
An application framework for electronic Silkroads
Abstract
The contribution of this chapter is two-fold. First, an architecture model for symmetric multi-attribute negotiation intermediation systems in electronic markets is developed which completes the enMedia framework proposed in this book. Implementations of this model, enMedium systems, should be able to support a broad range of electronic negotiation scenarios, thereby addressing the third current problem identified in Section 2.3 — the lack of a flexible media architecture model for electronic negotiations. Second, a prototype implementation of the suggested architecture model, SilkRoad, is presented, which also provides tools for the enMedia framework design approach and shells for negotiation support components.
Michael Ströbel
Chapter 7. Application
The case of yourhost.ch
Abstract
This chapter serves two major purposes. First of all it outlines general usage domains for the enMedia framework that has been presented in this book. The second purpose is to demonstrate in detail the application of the enMedia framework and its prototype implementation, Silk Road, through a sequence of electronic negotiation scenario cases. In these cases, specific emphasis is set on an extensive application of the design approach conceptualised in Chapter 5.
Michael Ströbel
Chapter 8. Evaluation, exploration, and conclusion
The art and science of negotiating
Abstract
In this final chapter, the solution approaches suggested in this book are evaluated with regard to the initial problems identified in the domain of electronic negotiations. This includes a discussion of related efforts and of future work that can be based on the foundation provided by this book.
Michael Ströbel
Backmatter
Metadaten
Titel
Engineering Electronic Negotiations
verfasst von
Michael Ströbel
Copyright-Jahr
2003
Verlag
Springer US
Electronic ISBN
978-1-4615-0703-1
Print ISBN
978-1-4613-5203-7
DOI
https://doi.org/10.1007/978-1-4615-0703-1