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WWW-based negotiation support: design, implementation, and use
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AI
DOI：10.1016/S0167-9236(99)00012-3.png)
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摘要
En 中文
Support for international negotiations requires integration of decision-theoretic approaches with communication facilities, and different visualization modes. In addition, negotiation support systems (NSS) should also be tailored to different cultural and educational backgrounds of their users. While there have been studies on cross-cultural negotiations involving simple game or economic models, there have been no experiments with NSS in international and cross-cultural contexts. At the same time the emergence and quickly spreading use of the World Wide Web (WWW) and electronic commerce indicates the potential of NSS supporting commercial transactions across borders. This paper presents INSPIRE, the first Web-based NSS that has been tested and used in teaching and training in several countries. Developed in the context of a cross-cultural study of decision making and negotiation, it has been primarily used to conduct and study negotiation via WWW as well as in teaching and training. The architecture of INSPIRE, which relies heavily on the net-centric computing paradigm and object oriented design, is also discussed. (C) 1999 Elsevier Science B.V. All rights reserved.
Keyword:
negotiation analysis
Web-based support systems
negotiation support systems
bilateral negotiations
preference modeling
conjoint analysis
object-oriented design
cross-cultural negotiation
Net-centric computing
期刊
IF:
6.8
论文数:
3.8K
被引数:
1.5W
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