Abstract
With the fast growth of electronic commerce, there is increased demand and greater potential for online negotiation services. Negotiation is the means through which participants arrive at a specific agreement under conditions of strategic interaction or interdependent decision making. Furthermore, negotiation environment information, knowledge about both parties, and previous experience in negotiations can be useful in new negotiations. This scenario requires a management model which should be able to capture and manage this knowledge, disseminating it to the negotiators, providing the right knowledge at the right time during a negotiation, and improving the results. Our approach proposes an environment to support negotiation processes, which combines a business process model, a negotiation protocol and a workflow-based architecture to facilitate cooperation among users, managing the acquired knowledge in each negotiation and disseminating it to the organization.
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Paula, M., Oliveira, J., Moreira de Souza, J. (2004). Knowledge Management in the Business Process Negotiation. In: Zhou, X., Su, S., Papazoglou, M.P., Orlowska, M.E., Jeffery, K. (eds) Web Information Systems – WISE 2004. WISE 2004. Lecture Notes in Computer Science, vol 3306. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-30480-7_52
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DOI: https://doi.org/10.1007/978-3-540-30480-7_52
Publisher Name: Springer, Berlin, Heidelberg
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