A procurement negotiation method using objective relaxation knowledge for appeasement
H. Oka, Y. Ikkai, Norihisa Komoda · 2004
A procurement negotiation is performed in order to find the solution which satisfies both negotiators' conditions of their own objectives between two companies. They don't know the opponent's conditions mutually and they sometimes appease tactically. A negotiation method has been proposed in which received opponent's plan is improved to satisfy the conditions of the negotiator's objective and sent back each other, but it does not have a tactical appeasement function. This paper proposes a function by which the conditions of objective are automatically and gradually relaxed with the negotiator's knowledge, and the function is incorporated into the existing negotiation method.