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.

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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:

3 citations in Scopus
1 citations in Web of Science®
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ID Code: 1202
Item Type: Conference Paper
Refereed: No
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. Lecture Notes in Computer Science
Deposited On: 28 Oct 2005 00:00
Last Modified: 03 Mar 2011 05:40

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