Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making

INSPIRE is a Web-based system for the support and conduct of negotiation. The primary uses of the system are training and research. Between July 1996 and April 1997, 281 bilateral negotiations were conducted through the system by managers, engineers, and students from over 50 countries. INSPIRE has been used at eight universities and training centers. In research it is being used to study cross-cultural differences in decision making and the use of computer support in negotiation. This paper outlines the system, the negotiation methodology embedded in it, and reports the initial results of the experimental study of the impact of culture on Web-based bilateral negotiation

Web-centric systems in support of argumentation, negotiation, and organizatioinal memory

The purpose of this thesis is to propose and demonstrate a new negotiation and argumentation medium. This medium will take advantage of the latest in web technologies while conducting a detailed analysis and design of a prototype web based decision support system to support on-line argumentation, claims, and team decisions. The information obtained from the application will be stored in an ODBC database, to be used as part of the organizational memory. Organization memory will significantly enhance an organizations ability to utilize historical data in conjunction with current decision making requirements. The findings in this study strongly support the strengths of the action-resource based argumentation system (ARBAS) model and indicate that future research and application development would significantly advance the fields of web-based negotiation and argumentation. A web-centric prototype developed during this research can be viewed at HTTP://WWW.CIMNET. NPS. NAVY. MIL/ THESIShttp://archive.org/details/webcentricsystem00vickCaptain, United States ArmyApproved for public release; distribution is unlimited

Learning Business Negotiations with Web-based Systems: The Case of IIMB

Access to, and the ability to use computer and communication technologies varies widely between countries. It is often lack of proficiency rather than access that creates the barriers between developed and developing countries. The interNeg Web site and its online system INSPIRE and INSS, aim at overcoming these barriers by educating people around the world about decision and negotiation analysis and providing them with an opportunity to use decision support techniques. The systems allow one to conduct simulated negotiations with people from different cultures and solve realistic managerial decision problems. In this paper we present and discuss the limitations of the prevailing methods for teaching decision making and negotiation and present a technological solution that is Internet-based. We present our experiences with using our Web-based decision and negotiation support systems in executive training programs at the Indian Institute of Management Bangalore (IIMB). The discussion of extension to the presented methods and their use in higher education in developing countries concludes the paper

The Effects of Culture in Computer-Mediated Negotiations

The paper explores the impact of culture on anonymous inter- and intracultural negotiations conducted via the Internet using a Web-based negotiation support system (NSS). In e-negotiations, technology acts as a moderator in the relationship between culture and negotiation behavior. This implies that patterns of cultural impact on negotiations can be different from face-to-face negotiations. Communication technology reduces the transmission of social cues and increases the importance of explicit communication. Thus, cultural dimensions such as power distance, which rely on social cues, are reduced in their impact, while the impact of communication-related dimensions of cultures such as high vs. low context is amplified by the system. The empirical analysis of these effects is based on a set of bilateral negotiations involving 1366 participants carried out with the Web-based NSS Inspire. It indicates a significant influence of culture, particularly regarding negotiators’ expectations. We also found significant cultural differences with regard to communication patterns emerging during the negotiation process and outcomes of negotiations. Our results also indicate that as the negotiation process progresses, individual differences between negotiators, including their approach to problem solving, become more important than their cultural characteristics

Distributed negotiation in future power networks : rapid prototyping using multi-agent system

Technologies like multi-agent system (MAS) have the capability to deal with future power grid requirements such as frequency management and voltage control under a flexible, intelligent and active feature. Based on web of cells (WoC) architecture proposed by European Liaison on Electricity Committed Towards longer-term Research Activity Integrated Research Programme (ELECTRA IRP), a distributed MAS with distributed negotiation ability for future distributed control (including frequency management and voltage control) is proposed. Each cell is designed as an intelligent agent and is investigated in case studies with constraints, where each agent can only communicate with its neighbouring agents. The interaction logic among agents is according to the distributed negotiation algorithm under consideration by the authors. Simulation results indicate that the WoC architecture could negotiate resources in a distributed manner and achieve successful exchange of resources by coordinating distributed agents. Moreover, the prototype reported in this paper can be extended further for future grids' distributed control regimes. The option of MAS to be exploited for the support of the development and integration of novel power system concepts is explored

The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment

Experimental research on cross-cultural negotiations typically involves subjects negotiating in a classroom or laboratory setting. Such negotiations are brief, with a strictly imposed deadline and face-to-face. Further, the negotiations typically involve dyads from the same country. The comparisons are done on the basis of experiments replicated in several countries. Internet technologies allow for communication across the cultural frontiers. While the communication is not as rich as in the case of face-to-face discussions, it allows subjects to negotiate in an asynchronous mode and at their own pace. It is also possible to conduct anonymous negotiations for several weeks. This paper explores the implications of culture on anonymous negotiations conducted via the Web with use of INSPIRE, a Web-based negotiation support system. The negotiations involved 166 subjects from Austria, Ecuador, Finland, and Switzerland. A model to study cross-cultural negotiations is proposed and assessed based on the statistical analysis of negotiations

The web–based real estate multiple criteria negotiation decision support system: A new generation of decision support systems

The negotiations are an inseparable part of the real estate buying and selling process. Currently real estate are characterized by the intensive creation and use of information, knowledge and automation (software, knowledge and decision support systems, neural networks, etc.) applications. It is commonly agreed that a better integration of information, knowledge and automation applications, as well use of voice stress analysis (one of biometric technologies) might be an efficient mean for decision making in real estate negotiations. Voice stress analysis can help the negotiators to distinguish between truth and lies, improve the value of decisions made, significantly speed up real estate sector processes, help to reach a better real estate sales and purchase agreement terms and decrease the overall cost of real estate search and negotiation processes. The authors’ objective is to improve the quality and efficiency of decision support systems. The article analyses scientific research related to negotiations and presents the developed Web–based Real Estate Multiple Criteria Negotiation Decision Support System with integrated voice stress analysis– a new generation of Decision Support Systems. Santruka Derybos yra neatskiriama nekilnojamojo turto pirkimo ir pardavimo proceso dalis. Dabartiniam nekilnojamojo turto sektoriui būdingas intensyvus informacijos, žiniu ir automatizavimo naudojimas bei kūrimas (programine iranga, žiniu ir sprendimu paramos sistemos, neuroniniai tinklai ir pan.). Sutariama, kad geresnis informacijos, žiniu, automatizavimo, taip pat balso streso analizes (biometrines technologijos) integravimas pagreitina nekilnojamojo turto sektoriaus veikla. Balso streso analize gali padeti derybininkams atskirti, kada sakoma tiesa, o kada meluojama, padidina priimamu sprendimu naudinguma, paspartina nekilnojamojo turto paieškos ir derybu procesus, padeda pasiekti naudingesniu pirkimo ir pardavimo sutarties salygu bei sumažina nekilnojamojo turto paieškos ir derybu proceso kaina. Straipsnio autoriai, siekdami pagerinti sprendimu paramos sistemu kokybe ir efektyvuma, analizuoja mokslininku atliktu derybu srities tyrimu rezultatus ir pristato sukurta nekilnojamojo turto derybu internetine sprendimu paramos sistema su integruota balso streso analizes technologija kaip naujos kartos sprendimu paramos sistema. First Publish Online: 18 Oct 201

Experiences in using CC/PP in context-aware systems

Future pervasive systems will be based on ubiquitous, often mobile, interconnected devices supporting mobile users in their computing tasks. These systems need to be context-aware in order to cope with highly dynamic environments. In this paper, we present a context model and a context management system able to support a pervasive system infrastructure. This context model is based on the CC/PP standard proposed to support content negotiation between Web browsers and servers. We have defined a set of CC/PP components and attributes that allow to express a variety of context information types and relationships between context descriptions. The paper discusses pros and cons of using CC/PP as a basis for a context model and a context management system

Application of WINGS method to support decision making with inter-dependence of criteria in negotiations

W negocjacjach częste są sytuacje, w których przestrzeń negocjacyjna i wzorce ofert nie są jasno określone. Jeśli dodatkowo między kwestiami negocjacyjnymi mogą pojawić się zależności, wtedy tradycyjne metody, oparte na sumie ważonej ocen cząstkowych, nie są właściwe dla konstrukcji systemu ocen ofert. Jest to miejsce, w którym swoją użyteczność mogą wykazać podejścia o słabszych założeniach. W artykule zaproponowano zastosowanie metody WINGS (Weighted Influence Non-linear Gauge System) celem wsparcia podejmowania decyzji w procesie negocjacji. Metoda WINGS przedstawia ogólne podejście systemowe pomagające rozwiązywać złożone problemy, w których występują powiązane ze sobą czynniki. W szczególności metoda ta może być użyta do oceny wariantów decyzyjnych w sytuacjach, kiedy zależności między kryteriami nie mogą być pominięte. W ramach wstępnego etapu tej metody zespół negocjacyjny konstruuje, reprezentującą problem negocjacyjny, wspólną sieć konceptów (wierzchołków) i ich relacji (łuków). Taka struktura przypomina mapę poznawczą lub przyczynową. Podstawę sieci stanowią wierzchołki, które odzwierciedlają potencjalne warianty (oferty). U wierzchołka sieci leżą kwestie negocjacyjne (czyli cele, względnie odpowiadające im kryteria). We wnętrzu sieci występują wierzchołki pośrednie, tworzące ścieżki przyczynowe prowadzące od ofert do kwestii. Etap wstępny ma za zadanie pomóc zespołowi negocjacyjnemu w określeniu struktury problemu, a także wspiera proces uczenia się i zrozumienia jego istoty. Drugi, główny etap obejmuje fazę ilościową metody WINGS, pozwalającą zbudować ranking kompromisowych ofert. Użyteczność metody zilustrowano dwoma przykładami przygotowania negocjacji: zakupu partii towaru oraz wyboru systemu informatycznego typu ERP.A situation when negotiation space and templates are not clearly defined is very likely in negotiations. If it also happens that criteria cannot be regarded as independent, then no approach based on weighted additive scoring is suitable for building the offer scoring system. This is an area where other approaches with less limiting assumptions can prove useful. This paper proposes to apply the WINGS (Weighted Influence Non-linear Gauge System) method, a general systemic procedure for supporting decision making in negotiations. The WINGS method helps solve complex problems involving interrelated factors. In particular, it can be used to evaluate alternatives when the interrelations between criteria cannot be neglected. In the introductory stage, the negotiating team builds a common network of concepts (nodes) and their relations (arrows) representing the negotiation problem. This structure resembles a cognitive or causal map. The bottom nodes represent potential alternatives (offers), while the top nodes represent objectives (issues). The intermediary nodes create causal paths leading from the alternatives to the objectives. This stage helps the negotiation team to structure the problem; it also supports learning and comprehension. The main stage involves quantitative evaluations with the WINGS method that make it possible to build a ranking of compromise solutions. The usefulness of the procedure is illustrated with two examples of preparation for negotiations: the purchase of a batch of goods and the choice of an ERP system.Artykuł powstał w ramach projektu sfinansowanego ze środków Narodowego Centrum Nauki przyznanych na podstawie decyzji numer DEC-2013/09/B/HS4/[email protected]ł Informatyki i Komunikacji, Uniwersytet Ekonomiczny w KatowicachBrzostowski J., Roszkowska E., Wachowicz T., 2012a, Using Multiple Criteria Decision-Making Methods in Negotiation Support, ,,Optimum. Studia Ekonomiczne”, nr 3(29).Brzostowski J., Roszkowska E., Wachowicz T., 2012b, Using an Analytic Hierarchy Process to develop a scoring system for a set of continuous feasible alternatives in negotiation, „Operations Research and Decisions”, no. 4.Górecka D., Roszkowska E, Wachowicz T., 2014, MARS – a hybrid of ZAPROS and MACBETH for verbal evaluation of the negotiation template, Group Decision and Negotiation 2014 : GDN 2014 : Proceedings of the Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS, P. Zaraté, G. Camilleri, D. Kamissoko, F. Amblard (red.), Toulouse University, France.Górecka D., Roszkowska E., Wachowicz T., 2016, The MARS Approach in the Verbal and Holistic Evaluation of the Negotiation Template, “Group Decision and Negotiation”, DOI: 10.1007/s10726-016-9475-92016.Gürbüz T., Alptekin S. E., Işıklar Alptekin G., 2012, A hybrid MCDM methodology for ERP selection problem with interacting criteria, „Decision Support Systems”, 54, doi:10.1016/j.dss.2012.05.006.Kersten G. E., Noronha S. J., 1999, WWW-based negotiation support: design, implementation, and use, „Decision Support Systems” 25, doi:10.1016/S0167-9236(99)00012-3.Kilic H.S., Zaim S., Delen D., 2014, Development of a hybrid methodology for ERP system selection: The case of Turkish Airlines, „Decision Support Systems” 66, doi: 10.1016/j.dss.2014.06.011.de Medeiros (Jr.) A., Perez G., Lex S., 2014, Using Analytic Network for Selection of Enterprise Resource Planning Systems (ERP) Aligned To Business Strategy, ,,Journal of Information Systems and Technology Management”, no. 11.Michnik J., 2013, Weighted Influence Non-linear Gauge System (WINGS) – An analysis method for the systems of interrelated components, ,,European Journal of Operational Research”, 228.Mustajoki J., Hämäläinen R. P., 1999, Web-HIPRE – Global decision support by value tree and AHP analysis, Presented at the INFOR.Systems Modelling: Theory and Practice, 2004, M. Pidd (ed.), John Wiley & Sons.Roszkowska E., Wachowicz T., 2015, Application of fuzzy TOPSIS to scoring the negotiation offers in ill-structured negotiation problems, ,,European Journal of Operational Research” 242, doi:10.1016/j.ejor.2014.10.050.Roszkowska E., Wachowicz T., 2016, Negocjacje. Analiza i wspomaganie decyzji, Wolter Kluwer, Warszawa.Saaty T. L., 2005, Theory and Applications of the Analytic Network Process. Decision Making with Benefits, Opportunities, Costs and Risks, RWS Publications, Pittsburgh.Salo A., Hämäläinen R. P., 2010, Multicriteria Decision Analysis in Group Decision Processes, [in:] Handbook of Group Decision and Negotiation, D.M. Kilgour, C. Eden (eds.), Advances in Group Decision and Negotiation, Springer Netherlands.Wachowicz T., 2013, Metody wielokryterialne we wspomaganiu prenegocjacyjnego rzygotowania negocjatorów, Wydawnictwo Uniwersytetu Ekonomicznego w Katowicach, Katowice.Wei C.-C., Chien C.-F., Wang M.-J. J., 2005, An AHP-based approach to ERP system selection, ,,International Journal of Production Economics” 96, doi:10.1016/j.ijpe.2004.03.004.Wei C.-C., Wang M.-J. J., 2004, A comprehensive framework for selecting an ERP system, ,,International Journal of Project Management” 22, doi:10.1016/S0263-7863(02)00064-9.Wieszała P., Trzaskalik T., Targiel K., 2011, Analytic Network Process in ERP Selection, [in:] Multicriteria Decision Making’10-11, University of Economics in Katowice, Katowice.119-1341(79)11913

Business roles and negotiation models for Web service based provision

The emergence of XML as the lingua franca for communication among applications over the Web, the recent advances in service oriented computing and in web service architectures and the applicability of these technologies in the area of eCommerce necessitates the conceptualisation of business roles and negotiation models for web service based provision. According to the web service paradigm it is envisaged that services will be provided to customers based on dynamic web service composition. This places additional requirements to SLA negotiation in comparison to the traditional service provision paradigm where negotiation for service was performed with a single service provider system. This paper addresses the research challenges with regard to SLA negotiation for web service based provision and outlines business roles and a negotiation model for establishing SLAs with multiple web service providers in order to offer combined web service functionality to match user needs