| Projects | Articles & reports | Students' work | R&D To Do | Seminars |
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InterNeg seminars |
Seminars
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Contact us if you would like to make a presentation or be added to the mailing list.
| Supporting Web-Based Negotiations Using Agent Technologies | |||
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Carleton |
M. Leng and G. Lo | E-commerce technologies are rarely used to support international negotiations. Negotiation software agents represent one of the most interesting technologies to support Web-based negotiations. The InterNeg project has released its first Web-based Negotiation Support System in 1996, and proposed to implement a multi-agent system that provide users with full range of support during a negotiation. A research has been carried out and design issues will be discussed in the seminar. Furthermore, the architecture of the InterNeg Software Agent will be presented. | |
| Gender Differences in Computer-based Negotiations | |||
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Carleton |
M. Sabry | Gender differences in areas of sociology and management have been thoroughly covered. As a follow-up, a study is conducted to examine the differences between males and females in an asynchronous (computer-based) negotiation. Asynchronous negotiations are situations when people meet at different times, from different locations, and often experience extensive delays between informational exchanges. Face-to-face negotiations differ from asynchronous ones in that the latter lacks verbal and non-verbal (physical) communications, proven to be different among males and females. The objective of using asynchronous negotiation is to filter, to a certain extent, the verbal and physical effects in a negotiation among genders. Other factors that significantly discriminate between genders will also be discussed. | |
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| Negotiations in Electronic Commerce: Integrating Negotiation Support and Software Agent Technologies | |||
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Carleton |
G. Lo G. Kersten |
Software
agent and decision support are rapidly developing information technologies
due to their potential in supporting and conducting electronic transactions
and other business activities. Ne-gotiation via the Web is currently supported
by several technologies, such as negotiation support systems, group decision
support systems and negotiation software agents. Typically, and despite
the fact that these technologies address different issues and can complement
each other, they are used separately. A large experiment conducted in the
InterNeg project led us to suggest a Web-based integrated software environment
to aid negotiators and undertake certain activities autono-mously. This
software environment is centered on a negotiation server and individual
negotiation support systems both of which are co-operate with software agents.
The architecture of the soft-ware environment and its components are discussed
in the presentation. (text: pdf document) |
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| Negotiations in Electronic Commerce: Methodological Misconceptions and a Resolution | |||
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Carleton |
G. Kersten S. Noronha |
We contrast
the software agent and decision support based approaches to negotiation
in the con-text of electronic commerce and explore their respective limitations.
The software agent literature on negotiations shows several misconceptions
about the nature of negotiations, interdependencies between goals and issues,
the significance of different types of processes and representation schemes,
etc. Particularly important among these misconceptions are those involving
the distinction between distributive (`win-lose') and integrative (`win-win')
negotiations, and we observe that almost all negotiating software agent
approaches support only the former type. We resolve these inconsistencies
and suggest how decision support based approaches may be used to shift agent
negotiation processes into integrative modes. The discussion of the characteristics
of negotiations leads us to suggest an resolution in which both integrative
and distributive activities can be used, and to propose an e-commerce infrastructure
in which negotiators interact with decision support systems which in turn
interact with negotiating software agents. (text: pdf document) |
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| Preparing Student in a Consumer Behavior Course for INSPIRE | |||
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Carleton |
G. Haines | The presentation will review the Nash Equilibrium solution for the discrete negotiation case. It will then review what the students did. We can discuss these results. The issue is: how should one prepare for web-based negotiations? | |
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| A Study of Cross-Cultural Electronic Negotiations using INSPIRE | |||
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Carleton |
Vichuporn Bunyasiriphant | As we are moving towards the end of the 20th century and the expansion of globalization, cross-cultural negotiations became more common. These negotiations, with the improvements of telecommunication tools, are no longer restricted by geographical barriers. Technology has become a new aspect of negotiation. Therefore, I believe using the data collected by INSPIRE would help contribute to the researches on negotiations. In this seminar, I will talk about electronic negotiations, and elements of culture as presented by Hofstede and other researchers. In addition, I will discuss the possible use of INSPIRE data as a tool to validate previous cultural studies on negotiations using data mining tools or statistical techniques. (presentation) | |
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| Culture and Gender in International Negotiations | |||
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Carleton |
D. Cray
E. N. Cray G. Kersten |
As international business expands both in volume and scope the frequency and importance of cross-cultural negotiation will continue to grow. While much of this negotiation is carried on by electronic means, little is known of the effects of electronic mediation on the process and outcome of such efforts. From an analytic point of view one can understand cross-cultural negotiations from a number of different theoretical standpoints. In this paper we consider the effects of culture and gender on a number of aspects of the negotiation process. Using the InterNeg database we test hypotheses for the effects of culture and gender individually and for their interaction. The results indicate little effect for gender, significant effects for culture and virtually no effct for their interaction. The implications of this research for further research and for the conduct of electronic negotiations are discussed. | |
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