2013 | 138 | 9-30
Article title

Negocjacje w dobie Internetu

Title variants
Negotiations in the Age of Internet
Languages of publication
In this paper we address the problem of conducting negotiations via Web. We discuss the notion of negotiation support systems and electronic negotiation systems describing in details their functionalities. The discussion is framed by the three-phase negotiation process model, which distinguished different tasks and activities at each negotiation stage that requires different tools for their support or facilitation. We also show the examples of negotiation support systems considering both their advantages and disadvantages. We conclude with summary, in which we try to compare and evaluate the current software solutions.
Physical description
  • Bichler M., Kersten G., Strecker S. (2003): Towards the Structured Design of Electronic Negotiation Media. "Group Decision and Negotiation", 12(4).
  • Brams S.J. (1990): Negotiation Games: Applying Game Theory to Bargaining and Arbitration. Routledge, New York.
  • Braun P., Brzostowski J., Kersten G., Kim J.B., Kowalczyk R., Strecker S., Vahidov R. (2006): e-Negotiation Systems and Software Agents: Methods, Models, and Applications. In: Intelligent Decision-making Support Systems Foundations, Applications and Challenges. Part II. Eds. J. Gupta, G. Forgionne, M. Mora. Springer, London.
  • Brzostowski J., Wachowicz T. (2009): Conceptual Model of eNS For Supporting Preference Elicitation and Counterpart Analysis. In: Proceedings of GDN 2009: An International Conference on Group Decision and Negotiation. Eds. D.M. Kilgour, Q. Wang. Wilfried Laurier University.
  • Brzostowski J., Wachowicz T. (2011): Applying Case-based Reasoning for Identifying the Negotiation Profile of Electronic Negotiation System Users. ICORES'2012 - International Conference on Operations Research and Enterprise Systems, Vilamoura.
  • Carbonneau R., Kersten G., Vahidov R. (2008): Predicting Opponent's Moves in Electronic Negotiations using Neural Networks. "Expert Systems with Applications", 34(2).
  • Chen E., Kersten G., Vahidow R. (2004): Agent-supported Negotiations on E-marketplace. "International Journal of Electronic Business", 3(1).
  • Druckman D., Harris R., Ramberg B. (2002): Computer-Assisted International Negotiation: A Tool for Research and Practice. "Group Decision and Negotiation", 11.
  • Greenhalgh L. (1999): Managing Conflict. In: Negotiation. Eds. R.J. Lewicki, D.M. Saunders, J.W. Minton. Irwin/McGraw-Hill, Boston.
  • Gulliver P. (1979): Disputes and Negotiations: A Cross-Cultural Perspective. Academic Press, New York.
  • Hammond J.S., Keeney R.L., Raiffa H. (1998): Even Swaps: A Rational Method for Making Trade-offs. "Harvard Business Review", No. 76(2).
  • Hordijk L. (1991): Use of the RAINS Model in Acid Rain Negotiation in Europe. "Environmental Science Technology", 25 (4).
  • Hwang C.L., Yoon K. (1981): Multiple Attribute Decision Making: Methods and Applications. Springer-Verlag, Berlin.
  • Keeney R.L., Raiffa H. (1976): Decisions with Multiple Objectives. Wiley, New York.
  • Kersten G., Michalowski W., Cray D., Lee I. (1991): An Analytic Basis for Decision Support in Negotiations. "Naval Logistic Research", 38.
  • Kersten G.E., Lai H. (2007): Negotiation Support and E-Negotiation Systems. "Group Decision & Negotiation" Nov 2007, Vol. 16, Iss. 6.
  • Kersten G.E., Noronha S.J. (1999): WWW-Based Negotiation Support: Design, Implementation And Use. "Decision Support Systems", 25.
  • Kilmann R., Thomas K.W. (1983): The Thomas-Kilmann Conflict Mode Instrument. The Organizational Development Institute. Cleveland.
  • Kowalczyk, R. (2002): Fuzzy eNegotiation Agents. "Journal of Soft Computing" Special Issue on Fuzzy Logic and the Internet, 6(5).
  • Kuhn R. (1999): How to Plan the Strategies. In: Negotiation. Reading, Exercises and Cases. Eds. R.J. Lewicki, D.M. Saunders, J.W. Hintin. Irwin/McGraw-Hill, Boston.
  • Lai H. (1989): A Theoretical Basis for Negotiation Support Systems. Purdue University, West Lafayette.
  • Lim L.H., Benbasat H. (1992): A Theoretical Perspective of Negotiation Support Systems. "Journal of Management Information Systems", No. 9.
  • Mastenbroek W. (1996): Negocjowanie. Wydawnictwo Naukowe PWN, Warszawa.
  • Mustajoki J., Hamalainen R.P. (2000): Web-HIPRE: Global Decision Support by Value Tree and AHP Analysis. "INFOR", No. 38(3).
  • Nash J. (1950): The Bargainig Problem. "Econometrica", No. 18.
  • Nęcki Z. (1995): Negocjacje w biznesie. Wydawnictwo Profesjonalnej Szkoły Biznesu, Kraków.
  • Raiffa H. (1982): The Art and Science of Negotiation. Harvard University Press, Cambridge.
  • Raiffa H., Richardson J., Metcalfe D. (2002): Negotiation Analysis. The Belknap Press of Harvard University Press, Cambridge.
  • Saaty T. (2001): The Seven Pillars of the Analytic Hierarchy Process. In: Multiple Criteria Decision Making in the New Millennium. Proceedings of the 15th International Conference, MCDM. Ed. M Köksalan. Springer. Lect. Notes Econ. Math. Syst. 507, Berlin.
  • Schoop M., Jertila A., List T. (2003): Negoisst: A Negotiation Support System for Electronic Business-to Business Negotiations in Ecommerce. "Data Knowledge Engineering", 47.
  • Straffin P.D. (2004): Teoria gier. Wydawnictwo Naukowe Scholar, Warszawa.
  • Stroebel M. (2003): Engineering Electronic Negotiations. Kluwer, New York.
  • Thiessen E.M., Shakun M.F. (2009): First Nations Negotiations in Canada: Action research using Smartsettle. In: Proceedings of GDN 2009: An International Conference on Group Decision and Negotiation. Eds. D.M. Kilgour, Q. Wang. Wilfried Laurier University.
  • Thiessen E.M., Soberg A. (2003): Smartsettle Described with the Montreal Taxonomy. "Group Decision and Negotiation", 12.
  • Thompson L. (1998): The Mind and Heart of the Negotiator. Prentice Hall. Upper Saddle River, New Jersey.
  • Trzpiot G., Wachowicz T. (2001): Metody statystycznej analizy wielowymiarowej w ocenie stylu negocjacji. W: Modelowanie Preferencji a Ryzyko '01. Red. T. Trzaskalik. Wydawnictwo AE, Katowice.
  • Wachowicz T. (2006): E-negocjacje. Modelowanie, analiza i wspomaganie. Wydawnictwo AE, Katowice.
  • Wachowicz T. (2008): NegoCalc: Spreadsheet Based Negotiation Support Tool with Even-Swap Analysis. In: Group Decision and Negotiation 2008: Proceedings - Full Papers. Eds. J. Climaco, G. Kersten, J.P. Costa. INESC Coimbra.
  • Wachowicz T. (2010): Decision Support In Software Supported Negotiations. "Journal of Business Economics and Management", 11(4).
  • Zbiegień-Maciąg L. (2001): Taktyki i techniki negocjacyjne. Uczelniane Wydawnictwa Naukowo-Dydaktyczne, Kraków.
Document Type
Publication order reference
YADDA identifier
JavaScript is turned off in your web browser. Turn it on to take full advantage of this site, then refresh the page.