Developing e-Negotiation support with a meta-modeling approach in a Web services environment

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 s...

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Bibliographic Details
Published in:Decision Support Systems 2005-07, Vol.40 (1), p.51-69
Main Authors: Chiu, Dickson K.W., Cheung, S.C., Hung, Patrick C.K., Chiu, Sherina Y.Y., Chung, Andriy K.K.
Format: Article
Language:English
Subjects:
Business to business commerce
Cross-organizational workflow
e-Contract templates
e-Negotiation
Electronic commerce
Meta-modeling
Negotiations
Request for proposal
Software engineering
Studies
Web services
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Summary: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 typical 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.
ISSN:0167-9236
1873-5797
DOI:10.1016/j.dss.2004.04.004