Develop acceleration strategy and estimation mechanism for multi-issue negotiation

Abstract

In recent years, negotiation has become a powerful tool in electronic commerce. When two negotiation parties still have a lot of space to negotiate, little-by-little concession has no benefit to the negotiation process. In order to improve negotiation efficiency, this study proposes a negotiation acceleration strategy to facilitate negotiation. In addition, this paper develops an estimation mechanism with regression technique to estimate the preference of opponent, with which results the joint utility of negotiation can be maximized. Finally, an example is given to illustrate the proposed estimation mechanism. © Springer-Verlag Berlin Heidelberg 2006.