QUT ePrints

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.

View at publisher

Abstract

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:

1 citations in Web of Science®
Search Google Scholar™

Citation countsare sourced monthly from Scopus and Web of Science® 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 the Google Scholar™ indexing service can be viewed at the linked Google Scholar™ search.

Full-text downloads:

128 since deposited on 28 Oct 2005
11 in the past twelve months

Full-text downloadsdisplays 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.

ID Code: 1202
Item Type: Conference Paper
Keywords: pre, negotiations, services, decision support
DOI: 10.1007/3-540-44886-1_33
ISBN: 9783540403005
ISSN: 1611-3349
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 15:40

Export: EndNote | Dublin Core | BibTeX

Repository Staff Only: item control page