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Standardized interpolated path analysis of offer processes in e-negotiations

Published: 07 August 2012 Publication History

Abstract

We describe a new approach to analyze offer processes in electronic negotiations. Utility values associated with offers are interpolated to standardized points in time during the negotiation, thus enabling a comparison and aggregation of different negotiations. We illustrate the usefulness of this approach in an exemplary empirical study. Empirical results indicate that negotiators frequently make offers that destroy total value, and that concessions across a broad range of issues are needed for successful negotiations.

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ICEC '12: Proceedings of the 14th Annual International Conference on Electronic Commerce
August 2012
357 pages
ISBN:9781450311977
DOI:10.1145/2346536
Permission to make digital or hard copies of all or part of this work for personal or classroom use is granted without fee provided that copies are not made or distributed for profit or commercial advantage and that copies bear this notice and the full citation on the first page. Copyrights for components of this work owned by others than ACM must be honored. Abstracting with credit is permitted. To copy otherwise, or republish, to post on servers or to redistribute to lists, requires prior specific permission and/or a fee. Request permissions from [email protected]

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  • Singapore Management University: Singapore Management University

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Association for Computing Machinery

New York, NY, United States

Publication History

Published: 07 August 2012

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  • Research-article

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ICEC '12
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  • Singapore Management University

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Overall Acceptance Rate 150 of 244 submissions, 61%

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  • (2021)Negotiation Support: Trends and ProblemsEURO Working Group on DSS10.1007/978-3-030-70377-6_10(167-190)Online publication date: 10-Mar-2021
  • (2021)Methods to Analyze Negotiation ProcessesHandbook of Group Decision and Negotiation10.1007/978-3-030-49629-6_8(39-60)Online publication date: 18-May-2021
  • (2021)Negotiation Processes: Empirical InsightsHandbook of Group Decision and Negotiation10.1007/978-3-030-49629-6_60(61-79)Online publication date: 18-May-2021
  • (2020)Methods to Analyze Negotiation ProcessesHandbook of Group Decision and Negotiation10.1007/978-3-030-12051-1_8-1(1-22)Online publication date: 17-Jul-2020
  • (2019)Negotiation Processes: Empirical InsightsHandbook of Group Decision and Negotiation10.1007/978-3-030-12051-1_60-1(1-19)Online publication date: 1-Dec-2019
  • (2017)Ups and Downs: Emotional Dynamics in Negotiations and Their Effects on (In)EquityGroup Decision and Negotiation10.1007/s10726-017-9541-y26:6(1061-1090)Online publication date: 4-Sep-2017
  • (2016)Analyzing the Multiple Dimensions of Negotiation ProcessesGroup Decision and Negotiation10.1007/s10726-016-9477-725:6(1169-1188)Online publication date: 19-Mar-2016
  • (2015)Concessions Dynamics in Electronic Negotiations: A Cross-Lagged Regression AnalysisGroup Decision and Negotiation10.1007/s10726-015-9441-y25:2(245-265)Online publication date: 4-May-2015
  • (2013)Negotiation processes: an integrated perspectiveEURO Journal on Decision Processes10.1007/s40070-013-0006-51:1-2(135-164)Online publication date: Jun-2013
  • (undefined)Off er Processes in Electronic Negotiations: The (Missing) Impact of Support StrategiesSSRN Electronic Journal10.2139/ssrn.2324099

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