A multi-attribute approach to the modelling of human elements in electronic negotiation
R. P. Sundarraj · International Journal of Procurement Management · 2011
In recent times, we have witnessed the creation of a number of systems that facilitate the conduct of electronic-negotiations via computer networks. Despite this, there is a paucity of work on endowing systems with elements that occur in human negotiation. In this paper, we propose models that provide negotiation-systems with some degree of semi-autonomous and adaptive behaviour in respect of three human elements, namely, situational power, goal-setting and learning. We use a supply-chain scenario to illustrate our approach and briefly report on a study examining the user-adoption of our models.