Article ID: | iaor20061095 |
Country: | Netherlands |
Volume: | 40 |
Issue: | 1 |
Start Page Number: | 51 |
End Page Number: | 69 |
Publication Date: | Jul 2005 |
Journal: | Decision Support Systems |
Authors: | Chiu Dickson K.W., Cheung S.C., Hung Patrick C.K., Chiu Sherina Y.Y., Chung Andriy K.K. |
Keywords: | Web services |
Motivated by frequently repeated activities of negotiating similar sales contracts and inadequate studies of business-to-business (B2B) negotiation processes, we formulate a meta-model of e-Negotiation based on a practical meta-model for e-Contract template and template variables to allow flexible support for a variety of negotiation processes. Based on our meta-models, we develop an effective implementation framework with contemporary Web services technology. We illustrate our methodology with three kinds of sales e-Negotiation processes, namely, bargaining, auction, and request for proposals (RFPs). As a result, B2B, business-to-customer (B2C), or even customer-to-customer (C2C) negotiation can be systematically supported in a unified pragmatic framework for both human and programmatic access.