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Agent-Mediated Integrative Negotiation for Retail Electronic Commerce

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Agent Mediated Electronic Commerce (AMET 1998)

Part of the book series: Lecture Notes in Computer Science ((LNAI,volume 1571))

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Abstract

Software agents help automate a variety of tasks including those involved in buying and selling products over the Internet. Although shopping agents provide convenience for consumers and yield more efficient markets, today’s first-generation shopping agents are limited to comparing merchant offerings only on price instead of their full range of value. As such, they do a disservice to both consumers and retailers by hiding important merchant valueadded services from consumer consideration. Likewise, the increasingly popular online auctions pit sellers against buyers in distributive negotiation tugofwars over price. This paper analyzes these approaches from economic, behavioral, and software agent perspectives then proposes integrative negotiation as a more suitable approach to retail electronic commerce. Finally, we identify promising techniques (e.g., multi-attribute utility theory, distributed constraint satisfaction, and conjoint analysis) for implementing agent-mediated integrative negotiation.

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Author information

Authors and Affiliations

  1. MIT Media Laboratory, 20 Ames Street, E15-301, Cambridge, MA, 02139

    Robert H. Guttman & Pattie Maes

Authors
  1. Robert H. Guttman
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  2. Pattie Maes
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Editor information

Editors and Affiliations

  1. INEGI, San Juan Mixcoac, Mexico, DF, 03720, Mexico

    Pablo Noriega

  2. IIIA, CSIC - Spanish Scientific Research Council, E-08193, Bellaterra, Catalonia, Spain

    Carles Sierra

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© 1999 Springer-Verlag Berlin Heidelberg

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Guttman, R.H., Maes, P. (1999). Agent-Mediated Integrative Negotiation for Retail Electronic Commerce. In: Noriega, P., Sierra, C. (eds) Agent Mediated Electronic Commerce. AMET 1998. Lecture Notes in Computer Science(), vol 1571. Springer, Berlin, Heidelberg. https://doi.org/10.1007/3-540-48835-9_5

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  • DOI: https://doi.org/10.1007/3-540-48835-9_5

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  • Print ISBN: 978-3-540-65955-6

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