Download or read book Engineering Electronic Negotiations written by Michael Ströbel and published by Springer Science & Business Media. This book was released on 2013-11-11 with total page 309 pages. Available in PDF, EPUB and Kindle. Book excerpt: Michael Ströbel worked for several years as a software engineer and consultant in the German IT industry before joining IBM Research in Switzerland, where he developed his interest in support for negotiations in electronic markets. During his career in research, he has published several articles on this topic in major international conferences and journals and received a PhD from the University of St.Gallen, Switzerland. Based on his experiences and contributions, the author discusses electronic negotiation technologies - key ingredients for the next generation of electronic markets - from a scientific as well as a practitioner's perspective. He reviews the state-of-the-art and then introduces novel support mechanisms and design elements, which are applied in a number of case studies. This book is geared towards technicians interested in E-Commerce application development but also offers extensive background reading for educational purposes.

Download or read book Dynamic Decision Support for Electronic Requirements Negotiations written by Annika Lenz and published by Springer Nature. This book was released on 2020-07-16 with total page 123 pages. Available in PDF, EPUB and Kindle. Book excerpt: Annika Lenz develops an interactive preference measurement method, which provides dynamic preference adjustment, to assess alternatives in terms of utility for an individual decision maker throughout the requirements negotiation process. Consequently, interactive dynamic decision support is designed, which can handle changes related to requirements dynamically. An empirical study shows that the newly developed method is both objectively and subjectively more efficient than a static alternative. Thus, it is argued that efficient preference adjustment enables decision support based on up-to-date preferences. The designed support component is compared to two state-of-the-art approaches for decision support in requirements negotiations.

Download or read book Negotiating Cultural Encounters written by Han Yu and published by John Wiley & Sons. This book was released on 2013-03-05 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discusses the challenges of intercultural communication in engineering, technical, and related professional fields Given today's globalized technical and engineering environment, intercultural communication is an essential topic for engineers, other technical professionals, and technical communicators to learn. Engineering programs, in particular, need to think about how to address the ABET requirement for students to develop global competence and communication skills. This book will help readers learn what intercultural communication is like in the workplace which is an important first step in gaining intercultural competence. Through narratives based on the real experiences of working professionals, Negotiating Cultural Encounters: Narrating Intercultural Engineering and Technical Communication covers a range of design, development, research, and documentation projects offering an authentic picture of today's international workplace. Narrative contributors present firsthand experience and perspectives on the complexities and challenges of working with multicultural team members, international vendors, and diverse customers; additional suggested readings and discussion questions provide students with information on relevant cultural factors and invite them to think deeply and critically about the narratives. This collection of narratives: Responds to the need for updated firsthand information in intercultural communication and will help us prepare workplace professionals Covers various topics such as designing e-commerce websites, localizing technical documentation, and translating workplace safety materials Provides hands-on studies of intercultural professional communication in the workplace Is targeted toward institutions that train engineers for technical communication tasks in diverse sociocultural environments Presents contributions from a diverse group of professionals Recommends additional material for further pursuit A book unlike any other in its field, Negotiating Cultural Encounters is ideal for all engineering and technical communication professionals seeking to better communicate their ideas and thoughts in the multicultural workplaces of the world.

Download or read book Handbook of Group Decision and Negotiation written by D. Marc Kilgour and published by Springer Science & Business Media. This book was released on 2010-08-02 with total page 473 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publication of the Handbook of Group Decision and Negotiation marks a milestone in the evolution of the group decision and negotiation (GDN) eld. On this occasion, editors Colin Eden and Marc Kilgour asked me to write a brief history of the eld to provide background and context for the volume. They said that I am in a good position to do so: Actively involved in creating the GDN Section and serving as its chair; founding and leading the GDN journal, Group Decision and Negotiation as editor-in-chief, and the book series, “Advances in Group Decision and Negotiation” as editor; and serving as general chair of the GDN annual meetings. I accepted their invitation to write a brief history. In 1989 what is now the Institute for Operations Research and the Management Sciences (INFORMS) established its Section on Group Decision and Negotiation. The journal Group Decision and Negotiation was founded in 1992, published by Springer in cooperation with INFORMS and the GDN Section. In 2003, as an ext- sion of the journal, the Springer book series, “Advances in Group Decision and Negotiation” was inaugurated.

Download or read book Preferences in Negotiations written by Henner Gimpel and published by Springer Science & Business Media. This book was released on 2007-06-13 with total page 279 pages. Available in PDF, EPUB and Kindle. Book excerpt: The attachment effect can hinder effective negotiation. Parties are influenced by their subjective expectations formed on account of the exchange of offers, they form reference points, and loss aversion potentially leads to a change of preferences when expectations change. This book presents a motivation, formalization, and substantiation of the attachment effect. The results can be used for prescriptive advice to negotiators.

Download or read book Negotiation Auctions and Market Engineering written by Henner Gimpel and published by Springer Science & Business Media. This book was released on 2008-02-05 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book contains a selection of papers presented at the International Seminar "Negotiation and Market Engineering", held at Dagstuhl Castle, Germany, in November 2006. The 17 revised full papers presented were carefully selected and reviewed. The papers deal with the complexity of negotiations, auctions, and markets as economic, social, and IT systems. The authors give a broad overview on the major issues to be addressed and the methodologies used to approach them.

Download or read book Natural Negotiation for Engineers and Technical Professionals written by James S. Jetton and published by American Society of Mechanical Engineers. This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the latest volume in the popular Technical Manager's Survival Guides book series. Follow these instructions, and you will find that negotiations are won and lost before any discussion (negotiation) is attempted.

Download or read book e Negotiations written by Nicholas Harkiolakis and published by CRC Press. This book was released on 2016-04-29 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Practical negotiating skills, including those needed for cross-cultural negotiations have long been taught in classrooms, along with some of the theory that underpins them. Most of this has been based on the notion that negotiation will be interpersonal and face-to-face. In recent years, though, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. In e-Negotiations, Nicholas Harkiolakis and his co-authors highlight the challenge that awaits the young professionals who are today training in business schools. Future dispute resolutions and bargaining will take place between faceless disputants involved in a new kind of social process. Any adolescent with a mobile phone and Internet access knows that most of today's social transactions take place via a hand held or other electronic device. In a world of video conferences, chat rooms, Skype, Facebook, and MySpace, critical financial, business and political decisions are made through interaction between two-dimensional characters on screens. Here, the authors compare and contrast e-negotiation as it currently is with traditional face-to-face negotiation. Case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioral role of the negotiator in resolving on-line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation. This book, with its practical exercises, will be of immense help to students and professionals needing to 'practice' with the new negotiating media.

Download or read book Gamification of Electronic Negotiation Training written by Andreas Schmid and published by Springer Nature. This book was released on 2022-07-15 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: Organisations are involved in various types of negotiation. As digitalisation advances, such business negotiations are to a large extent electronic negotiations. Consequently, dedicated training for such electronic negotiations is important for mastering negotiation skills. The present book develops a new approach for a motivating and improved e-negotiation training by applying gamification, i.e. using game design elements in a non-game context, in order to improve participants' motivation, engagement, and learning outcomes. A negotiation support system used within an e-negotiation training is enhanced with game design elements. The book describes the design process, its theoretical foundations, and the evaluation of the gamified negotiation support system. The final quantitative evaluation shows higher motivation, engagement and better learning outcomes for participants in the gamified training compared to a conventional training. Organisations can employ the designed artefact for fundamental and effective e-negotiation training. Additionally, the book provides insights in how to design a gamified system for a particular application context.

Download or read book Engineering a Negotiating Strategy written by Stuart Sabol and published by Morgan & Claypool Publishers. This book was released on 2017-05-03 with total page 30 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation of an energy purchase and sales agreement between a host industrial complex and the owner of a co-located combined heat and power (CHP) facility is a complex process between two inter-dependent parties forming a close long-term relationship. This case study examines the components of the agreement that require engineering input and the process of negotiation that is often led by an engineer. Outside reading is included with recommended course work and references for further study and professional development. A project management approach to the preparation phase of negotiating is presented. The study examines example calculations needed to establish components and priorities within the negotiating strategy for the industrial complex and the CHP owner from a real-world example. Students have a chance to develop hypothetical negotiating points for either side with proposed opening positions. The outcome of the case study is summarized for reference.

Download or read book Automated Pattern Recognition of Communication Behaviour in Electronic Business Negotiations written by Muhammed Fatih Kaya and published by Springer Nature. This book was released on 2023-01-19 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: The world of digitalisation is changing the way how people and business companies communicate with each other. Electronic negotiations represent one of the most important forms of business communication and can influence the successes and failures of companies in a significant way, whether in interorganisational or intraorganisational processes. Analysing negotiation interactions to determine pattern-based peculiarities in the communication offers new value-adding information concerning the management of optimised communication processes, even though the machine-based processing of communication data bears a series of challenges. The present book develops a new approach to analyse the automated pattern recognition potential of Machine Learning methods in unstructured negotiation communication. It presents holistic research frameworks for the effective detection of structural patterns and reveals the pattern labelling potential in high-dimensional communication data by analytically implementing a series of Machine Learning methods.

Download or read book Entrepreneurial Negotiation written by Samuel Dinnar and published by Palgrave Macmillan. This book was released on 2019-02-19 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are about money when they are much more complicated than that. This book presents entrepreneurship as a series of interactions between founders, partners, potential partners, investors and others at various stages of the entrepreneurial process - from seed to exit. There are plenty of authors offering ‘tips’ on how to succeed as an entrepreneur, but no one else scrutinizes the negotiation mistakes that successful entrepreneurs talk about with the authors. As Dinnar and Susskind show, learning to handle emotions, manage uncertainty, cope with technical complexity and build long-term relationships are equally or even more important. This book spotlights eight big mistakes that entrepreneurs often make and shows how most can be prevented with some forethought. It includes interviews with high-profile entrepreneurs about their own mistakes. It also covers gender biases, cultural challenges, and when to employ agents to negotiate on your behalf. Aspiring and experienced entrepreneurs should pay attention to the negotiation errors that even the most successful entrepreneurs commonly make.

Download or read book E Commerce and Web Technologies written by Kurt Bauknecht and published by Springer. This book was released on 2004-12-07 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt: We welcome you to the proceedings of the 5t International Conference on E- CommerceandWebTechnology(EC-Web2004)heldinconjunctionwithDEXA 2004 in Zaragoza, Spain. This conference, ?rst held in Greenwich, United Ki- dom in 2000, now is in its ?fth year and very well established. As in the four previous years, it served as a forum to bring together researchersfrom academia and commercial developers from industry to discuss the current state of the art in e-commerce and Web technology. Inspirations and new ideas emerged from intensive discussions during formal sessions and social events. Keynote addresses, research presentations and discussions during the c- ference helped to further develop the exchange of ideas among the researchers, developers and practitioners present. The conference attracted 103 paper submissions and almost every paper was reviewed by three program committee members. The program committee - lected 37 papers for presentationand publication, a task which was not easy due to the high quality of the submitted papers. We would like to express our thanks to our colleagues who helped with putting together the technical program: the program committee members and external reviewers for their timely and rigorous reviews of the papers, and the organizing committee for their help in the administrative work and support. We owe special thanks to Gabriela Wagner, Mirella Köster, and Birgit Hauer for their helping hands concerning the administrative and organizational tasks of this conference. Finally,wewouldliketothankalltheauthorswhosubmittedpapers,authors who presented papers, and the participants who together made this conference an intellectually stimulating event through their active contributions.

Download or read book Web Information Systems Engineering WISE 2005 written by Anne H.H. Ngu and published by Springer Science & Business Media. This book was released on 2005-11-04 with total page 790 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book constitutes the proceedings of the 6th International Conference on Web Information Systems Engineering, WISE 2005, held in New York, NY, USA, in November 2005. The 30 revised full papers and 20 revised short papers presented together with 18 poster papers were carefully reviewed and selected from 259 submissions. The papers are organized in topical sections on Web mining, Web information retrieval, metadata management, ontology and semantic Web, XML, Web service method, Web service structure, collaborative methodology, P2P, ubiquitous and mobile, document retrieval applications, Web services and e-commerce, recommendation and Web information extraction, P2P, grid and distributed management, and advanced issues. The presentation is rounded off by 14 industrial papers and the abstracts of 4 tutorial sessions.

Download or read book Matchmaking in Electronic Markets written by Daniel Veit and published by Springer Science & Business Media. This book was released on 2003-12-03 with total page 185 pages. Available in PDF, EPUB and Kindle. Book excerpt: Electronic negotiations concern transactions on the basis of electronic media, such as the Internet. Platforms have been developed to aid participants in electronic markets during the agreement phase. The key activity in this is the matching of offers and requests, for which we need a ranking of the alternatives. In this book the author defines a framework in which a ranking can be generated in order to acquire an optimal decision for a desired transaction - this process is called matchmaking. The author introduces a generic framework for multidimensional, multiattribute matchmaking, its implementation, and an analysis of it. The genericity of the author’s approach means that the implementation, realized as a multiagent system, can represent both offering and requesting agents, and the framework can be applied to a huge variety of applications. The use cases in the book are derived from the human resources domain, and thus involve quite complex matchmaking. The author’s presentation is thorough and self-contained. He provides definitions of the relevant business and computer science terms, and detailed explanations of the underlying mathematical tools and software implementations.

Download or read book Complex Automated Negotiations Theories Models and Software Competitions written by Takayuki Ito and published by Springer. This book was released on 2012-09-13 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: Complex Automated Negotiations are a widely studied, emerging area in the field of Autonomous Agents and Multi-Agent Systems. In general, automated negotiations can be complex, since there are a lot of factors that characterize such negotiations. For this book, we solicited papers on all aspects of such complex automated negotiations, which are studied in the field of Autonomous Agents and Multi-Agent Systems. This book includes two parts, which are Part I: Agent-based Complex Automated Negotiations and Part II: Automated Negotiation Agents Competition. Each chapter in Part I is an extended version of ACAN 2011 papers after peer reviews by three PC members. Part II includes ANAC 2011 (The Second Automated Negotiating Agents Competition), in which automated agents who have different negotiation strategies and implemented by different developers are automatically negotiate in the several negotiation domains. ANAC is an international competition in which automated negotiation strategies, submitted by a number of universities and research institutes across the world, are evaluated in a tournament style. The purpose of the competition is to steer the research in the area of bilateral multi-issue, closed negotiation. This book includes rules, results, agents and domains descriptions for ANAC2011 submitted by organizers and finalists.

Download or read book Service Oriented Computing ICSOC 2003 written by Maria E. Orlowska and published by Springer. This book was released on 2003-12-01 with total page 589 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book constitutes the refereed proceedings of the First International Conference on Service-Oriented Computing, ICSOC 2003, held in Trento, Italy in December 2003. The 38 revised full papers presented were carefully reviewed and selected from 181 submissions. The papers are organized in topical sections on service description, service composition, quality of service models, service personalization, service semantics, business processes and transactions, business collaborations, service request and coordination, service security and reliability, infrastructure for service delivery, service P2P and grid computing, service and mobile computing, and service computing and applications.