Pre-Negotiations Over Services - A Framework for Evaluation
Tsvetinov, Petco E. (2003) Pre-Negotiations Over Services - A Framework for Evaluation. In Xiang, Yang & Chaib-draa, Brahim (Eds.) 16th Conference of the Canadian Society for Computational Studies of Intelligence AI2003, June 11-13 2003, Halifax, Canada.
A framework for evaluation and selection of service offers during the pre-negotiation phase in automated negotiations over services is proposed. The pre-negotiation problem for a buyer of services is regarded as essentially a decision making problem, related to a set of possible scenarios, involving a number of pre-negotiation choices - identifying suitable service offers, establishing a common criteria scheme, evaluating the offers and choosing the best alternatives to proceed negotiations on. The concept of Alternative Focused Thinking (AFT) during pre-negotiations is introduced. Since the comparison of service packages involves multiple criteria, it is argued that it may be beneficial to use an integrated approach for evaluation, involving different weighting methods. The use of multiple criteria decision aid software in supporting the pre-negotiation interactions is illustrated through a HIPRE model, involving three weighting techniques - the Analytic Hierarchy Process (AHP), the Multi-Attribute Rating Technique (SMART) and a simple weighting function. The application of hybrid multi-criteria decision making (MCDM) methods in pre-negotiations is proposed as a direction for future research.
Impact and interest:
Citation counts are sourced monthly from and citation databases.
These databases contain citations from different subsets of available publications and different time periods and thus the citation count from each is usually different. Some works are not in either database and no count is displayed. Scopus includes citations from articles published in 1996 onwards, and Web of Science® generally from 1980 onwards.
Citations counts from theindexing service can be viewed at the linked Google Scholar™ search.
Full-text downloads displays the total number of times this work’s files (e.g., a PDF) have been downloaded from QUT ePrints as well as the number of downloads in the previous 365 days. The count includes downloads for all files if a work has more than one.
|Item Type:||Conference Paper|
|Keywords:||pre, negotiations, services, decision support|
|Subjects:||Australian and New Zealand Standard Research Classification > INFORMATION AND COMPUTING SCIENCES (080000)|
|Divisions:||Past > QUT Faculties & Divisions > Faculty of Science and Technology|
|Copyright Owner:||Copyright 2003 Springer|
|Copyright Statement:||This is the author-version of the work. Conference proceedings published, by Springer Verlag, will be available via SpringerLink. http://www.springer.de/comp/lncs/ Lecture Notes in Computer Science|
|Deposited On:||28 Oct 2005|
|Last Modified:||03 Mar 2011 05:40|
Repository Staff Only: item control page