Skip to main content
SpringerLink
Log in

Applying Social Interaction Theory to Negotiation Modeling: Design of E-negotiation System

  • Published:
Information Systems Frontiers Aims and scope Submit manuscript

Abstract

Modeling negotiations in a generic form is a persistent challenge in the design of electronic negotiation systems (ENS). ENS need to be sufficiently flexible to accommodate various types of mechanisms, as well as different roles of the participants. The current work applies social interaction theory to modeling negotiation. The purpose is to propose design principles and a model for ENS implementation. The model is presented using a representational framework for information system meta-artifacts in the spirit of design science research. System features and functions derived from the principles and model are exemplified in a system named PROSPER (a Platform Relying On Social Participation for E-market Realization).

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Fig. 1
Fig. 2
Fig. 3
Fig. 4
Fig. 5
Fig. 6
Fig. 7
Fig. 8

Similar content being viewed by others

References

  • Alfonso, B., Botti, V., Garrido, A., & Giret, A. (2014). A MAS-based infrastructure for negotiation and its application to a water-right market. [journal article]. Information Systems Frontiers, 16(2), 183–199. doi:10.1007/s10796-013-9443-8.

    Article  Google Scholar 

  • Baarslag, T., Fujita, K., Gerding, E. H., Hindriks, K., Ito, T., Jennings, N. R., et al. (2013). Evaluating practical negotiating agents: Results and analysis of the 2011 international competition. Artificial Intelligence, 198, 73–103. doi:10.1016/j.artint.2012.09.004.

    Article  Google Scholar 

  • Balachandran, B. M., Gobbin, R., & Sharma, D. (2011). Development of a Multi-issue Negotiation System for E-Commerce. In J. Watada, G. Phillips-Wren, L. C. Jain, & R. J. Howlett (Eds.), Intelligent Decision Technologies: Proceedings of the 3rd International Conference on Intelligent Decision Technologies (IDT’ 2011) (pp. 429–438). Berlin, Heidelberg: Springer Berlin Heidelberg.

    Chapter  Google Scholar 

  • Beam, C., Segev, A., Bichler, M., & Krishnan, R. (1999). On negotiations and deal making in electronic markets. [journal article]. Information Systems Frontiers, 1(3), 241–258. doi:10.1023/a:1010050311741.

    Article  Google Scholar 

  • Beck, R., Weber, S., & Gregory, R. W. (2013). Theory-generating design science research. [journal article]. Information Systems Frontiers, 15(4), 637–651. doi:10.1007/s10796-012-9342-4.

    Article  Google Scholar 

  • Bellantuono, N., Ettorre, D., Kersten, G. E., & Pontrandolfo, P. (2014). Multi-attribute auction and negotiation for e-procurement of logistics. [journal article]. Group Decision and Negotiation, 23(3), 421–441. doi:10.1007/s10726-013-9353-7.

    Article  Google Scholar 

  • Bichler, M., Kersten, G., & Strecker, S. (2003). Towards a structured design of electronic negotiations. Group Decision and Negotiation, 12(4), 311–335.

    Article  Google Scholar 

  • Braun, P., Brzostowski, J., Kersten, G., Kim, J., Kowalczyk, R., Strecker, S., et al. (2006). E-negotiation Systems and Software Agents: Methods, Models, and Applications. In J. Gupta, G. Forgionne, & M. Mora (Eds.), Intelligent Decision-Making Support Systems: Foundations, Applications and Challenges (pp. 271–300). Berlin: Springer.

    Chapter  Google Scholar 

  • Chen, E., Vahidov, R., & Kersten, G. E. (2005). Agent-supported negotiations in the e-marketplace. International Journal of Electronic Business, 3(1), 28–49. doi:10.1504/IJEB.2005.006387.

    Article  Google Scholar 

  • Cross, N. (2001). Designerly ways of knowing: Design discipline versus design science. Design issues, 17(3), 49–55.

    Article  Google Scholar 

  • De Moor, A., & Weigand, H. (2004). Business negotiation support: Theory and practice. International Negotiation, 9(1), 31–57.

    Article  Google Scholar 

  • Guo, W., Li, W., Zhong, Y., Lodewijks, G., & Shen, W. (2016) Agent-based negotiation framework for agricultural supply chain supported by third party logistics. In Computer Supported Cooperative Work in Design (CSCWD), 2016 I.E. 20th International Conference on, 2016 (pp. 584–589): IEEE.

  • Hernández, J. E., Mula, J., Poler, R., & Lyons, A. C. (2014). Collaborative planning in multi-tier supply chains supported by a negotiation-based mechanism and multi-agent system. Group Decision and Negotiation, 23(2), 235–269.

    Article  Google Scholar 

  • Hevner, A., March, S. T., Park, J., & Ram, S. (2004). Design science in information systems research. MIS Quarterly, 28(1), 75–105.

    Article  Google Scholar 

  • Huang, C.-C., Liang, W.-Y., Lai, Y.-H., & Lin, Y.-C. (2010). The agent-based negotiation process for B2C e-commerce. Expert Systems with Applications, 37(1), 348–359. doi:10.1016/j.eswa.2009.05.065.

    Article  Google Scholar 

  • Jennings, N. R., & Faratin, P. (2001). Automated negotiation: prospects, methods and challenges. Group Decision and Negotiation, 10, 199–215.

    Article  Google Scholar 

  • Kando, T. M. (1977). Social interaction. Saint Louis: The C. V. Mosby Company.

    Google Scholar 

  • Kersten, G., & Lai, H. (2007). Negotiation Support and E-negotiation Systems: An Overview. Group Decision and Negotiation, 16(6), 553–586, doi:10.1007/s10726–007–9095-5.

  • Kersten, G., & Lai, H. (2010). Electronic Negotiations: Foundations, Systems, and Processes. In D. M. Kilgour & C. Eden (Eds.), Handbook of Group Decision and Negotiation Vol. 4 (pp. 361–392). Netherlands: Advances in Group Decision and Negotiation): Springer.

    Chapter  Google Scholar 

  • Kersten, G. E., Chen, E., Neumann, D., Vahidov, R., & Weinhardt, C. (2006). On Comparison of Mechanisms of Economic and Social Exchanges: The Times Model. Paper presented at the Dagstuhl Seminar: Negotiation and Market Engineering, Dagstuhl Nov. 12–17, 2006.

  • Kersten, G. E., Kowalczyk, R., Lai, H., Neumann, D., & Chhetri, M. B. (2008a). Shaman: Software and Human Agents in Multiattribute Auctions and Negotiations. In H. Gimpel, N. R. Jennings, A. Ockenfels, & C. Weinhardt (Eds.), Negotiation, Auctions, and Market Engineering Vol. 2 (pp. 116–149). Springer Berlin Heidelberg: Lecture Notes in Business Information Processing.

    Chapter  Google Scholar 

  • Kersten, G. E., & Lai, H. (2008b). Negotiation Support and E-negotiation Systems. In F. Burstein, & C. Holsapple (Eds.), Handbook on Decision Support Systems 1 (pp. 469–508, International Handbooks on Information Systems): Springer Berlin Heidelberg.

  • Kersten, G. E., & Noronha, S. J. (1999). WWW-based negotiation support: design, implementation, and use. Decision Support Systems, 25(2), 135–154. doi:10.1016/S0167-9236(99)00012-3.

    Article  Google Scholar 

  • Lee, C.-F., & Chang, P.-L. (2008). Evaluations of Tactics for Automated Negotiations. [journal article]. Group Decision and Negotiation, 17(6), 515–539. doi:10.1007/s10726-008-9109-y.

    Article  Google Scholar 

  • Lim, L.-H., & Benbasat, I. (1992a). A Theoretical Perspective of Negotiation Support Systems. Journal of Management Information Systems, 9(3), 27–44. doi:10.1080/07421222.1992.11517966.

    Article  Google Scholar 

  • Lim, L.-H., & Benbasat, I. (1992b). A theoretical perspective of negotiation support systems. Journal of Management Information Systems, 9(3), 27.

    Article  Google Scholar 

  • Lin, R., Kraus, S., Baarslag, T., Tykhonov, D., Hindriks, K., & Jonker, C. M. (2014). Genius: an integrated environment for supporting the design of generic automated negotiators. Computational Intelligence, 30(1), 48–70. doi:10.1111/j.1467-8640.2012.00463.x.

    Article  Google Scholar 

  • Lomuscio, A. R., Wooldridge, M., & Jennings, N. R. (2003). A classification scheme for negotiation in electronic commerce. Group Decision and Negotiation, 12(1), 31–56.

    Article  Google Scholar 

  • March, S. T., & Smith, G. F. (1995). Design and Natural Science Research on Information Technology. Decision Support Systems, 15, 251–266.

    Article  Google Scholar 

  • Markus, M. L., Majchrzak, A., & Gasser, L. (2002). A Design Theory for Systems that Support Emergent Knowledge Processes. MIS Quarterly, 26(3), 179–212.

    Google Scholar 

  • Moura, J. A., & Costa, A. P. C. S. (2014) Incorporating personal style into a Negotiation Support System. In Group Decision and Negotiation 2014 GDN 2014: Proceedings of the Joint International Conference of the INFORMS GDN Section and the EURO Working Group on DSS, 2014 (pp. 95): EWG-DSS.

  • Peffers, K., Tuunanen, T., Rothenberger, M. A., & Chatterjee, S. (2007). A design science research methodology for information systems research. Journal of Management Information Systems, 24(3), 45–77.

    Article  Google Scholar 

  • Rouhani, O., Madani, K., & Gholizadeh, S. (2010). Caspian Sea Negotiation Support System. In World Environmental and Water Resources Congress 2010 (pp. 2694–2702): American Society of Civil Engineers.

  • Rubin, J. Z., Pruitt, D. G., & Kim, S. H. (1994). Social conflict: Escalation, stalemate, and settlement: Mcgraw-Hill Book Company.

    Google Scholar 

  • Schoop, M., Jertila, A., & List, T. (2003). Negoisst: a negotiation support system for electronic business-to-business negotiations in e-commerce. Data & Knowledge Engineering, 47(3), 371–401. doi:10.1016/S0169-023X(03)00065-X.

    Article  Google Scholar 

  • Sheikhmohammady, M., Hipel, K. W., & Kilgour, D. M. (2012). Formal analysis of multilateral negotiations over the legal status of the caspian sea. [journal article]. Group Decision and Negotiation, 21(3), 305–329, doi:10.1007/s10726–010–9195-5.

  • Shim, J. P., Warkentin, M., Courtney, J. F., Power, D. J., Sharda, R., & Carlsson, C. (2002). Past, present, and future of decision support technology. Decision Support Systems, 33(2), 111–126.

    Article  Google Scholar 

  • Shyur, H.-J., & Shih, H.-S. (2015). Designing a multi-issues negotiation support system based on prospect theory. Information Sciences, 322, 161–173. doi:10.1016/j.ins.2015.06.014.

    Article  Google Scholar 

  • Suzuki, K., Tamada, H., Doizaki, R., Hirahara, Y., & Sakamoto, M. (2017). Women’s Negotiation Support System—As Affected by Personal Appearance Versus Use of Language. In W. Chung & C. S. Shin (Eds.), Advances in Affective and Pleasurable Design : Proceedings of the AHFE 2016 International Conference on Affective and Pleasurable Design, July 27–31, 2016, Walt Disney World®, Florida, USA (pp. 221–230). Cham: Springer International Publishing.

    Chapter  Google Scholar 

  • Szirbik, N. (2002). A negotiation enabling agent based infrastructure: composition and behavior. [journal article]. Information Systems Frontiers, 4(1), 85–99. doi:10.1023/a:1015346808770.

    Article  Google Scholar 

  • Vahidov, R. (2006). Design Researcher’s IS Artifact: a Representational Framework. In 1st International Conference on Design Science Research in Information Systems and Technology, DESRIST'2006 Claremont, CA, February 24–25, 2006.

  • Vahidov, R. (2012). Design-Type Research in Information Systems: Findings and Practices: IGI Global.

  • Vahidov, R., Chen, E., & Kersten, G. (2014). Experimental assessment of agent-supported electronic negotiations. International Journal of Human Computer Interaction, 29(11), 764–774. doi:10.1080/10447318.2013.777825.

    Article  Google Scholar 

  • Vaishnavi, V. K., & Kuechler, W. (2015). Design science research methods and patterns: innovating information and communication technology: Crc Press.

    Book  Google Scholar 

  • Venticinque, S., Aversa, R., Di Martino, B., Rak, M., & Petcu, D. (2011). A Cloud Agency for SLA Negotiation and Management. In M. R. Guarracino, F. Vivien, J. L. Träff, M. Cannatoro, M. Danelutto, A. Hast, et al. (Eds.), Euro-Par 2010 Parallel Processing Workshops: HeteroPar, HPCC, HiBB, CoreGrid, UCHPC, HPCF, PROPER, CCPI, VHPC, Ischia, Italy, August 31–September 3, 2010, Revised Selected Papers (pp. 587–594). Berlin, Heidelberg: Springer Berlin Heidelberg.

  • Yang, Y., Singhal, S., & Xu, Y. (2012). Alternate strategies for a win-win seeking agent in agent-human negotiations. Journal of Management Information Systems, 29(3), 223–256.

    Article  Google Scholar 

  • Yu, B., & Vahidov, R. (2014) Modeling negotiation as social interaction for ENS design: The PROSPER approach. In Joint International Conference on Group Decision and Negotiation (pp. 168–175): Springer.

  • Yuan, Y. (2003). Online negotiation in electronic commerce. International Journal of Management Theory and Practices, 4(1), 39–48.

    Google Scholar 

  • Zachman, J. A. (1987). A framework for information systems architecture. IBM Systems Journal, 26(3), 276–292.

    Article  Google Scholar 

  • Zulkernine, F. H., & Martin, P. (2011). An adaptive and intelligent SLA negotiation system for web services. IEEE Transactions on Services Computing, 4(1), 31–43. doi:10.1109/TSC.2010.44.

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Rowe School of Business, Dalhousie University, 6100 University Ave., Halifax, Nova Scotia, B3H 4R2, Canada

    Bo Yu

  2. Department of Supply Chain & Business Technology Management, Concordia University, 1455 de Maisonneuve Blvd. W, Montreal, Quebec, H3G 1M8, Canada

    Rustam Vahidov

Authors
  1. Bo Yu
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Rustam Vahidov
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Rustam Vahidov.

Rights and permissions

Reprints and permissions

About this article

Check for updates. Verify currency and authenticity via CrossMark

Cite this article

Yu, B., Vahidov, R. Applying Social Interaction Theory to Negotiation Modeling: Design of E-negotiation System. Inf Syst Front 21, 703–718 (2019). https://doi.org/10.1007/s10796-017-9772-0

Download citation

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/s10796-017-9772-0

Keywords

Search

Navigation