Towards a Structured Design of Electronic Negotiations

Global communication networks and advances in information technology enable the design of information systems facilitating effective formulation and efficient resolution of negotiation problems. Increasingly, these systems guide negotiators in clarifying the relevant issues, provide media for offer formulation and exchange, and help in achieving an agreement. In practice, the task of analysing, modelling, designing and implementing electronic negotiation media demands a systematic, traceable and reproducible approach. An engineering approach to media specification and construction has these characteristics. In this paper, we provide a rationale for the engineering approach that allows pragmatic adoption of economic and social sciences perspectives on negotiated decisions for the purpose of supporting and undertaking electronic negotiations. Similarities and differences of different theories that underlie on-going studies of electronic negotiations are identified. This provides a basis for integration of different theories and approaches for the specific purpose of the design of effective electronic negotiations. Drawing on diverse streams of literature in different fields such as economics, management, computer, and behavioural sciences, we present an example of an integration of three significant streams of theoretical and applied research involving negotiations, traditional auctions and on-line auctions.     

Supporting Interactive Multi-Attribute Electronic Negotiations with ebXML

The inter-organizational character of electronic negotiations raises social, legal, organizational and technical research questions. One of the main weaknesses of electronic negotiation applications today is that they do not sufficiently take into consideration the integration requirements that stem from the latter two of these aspects. Our objective is to design and build an electronic negotiation application that complies with these requirements. A major task within this work is the modeling and specification of the negotiation process and negotiation objects. To meet the integration requirements, the use of standards is essential. In our paper, we apply the ebXML framework to the task of modeling interactive bilateral multi-attribute electronic negotiations. For this purpose, we introduce the negotiation process flow underlying our application scenario. We explain the significance of ebXML for standardized business transaction modeling. We develop ebXML process and object definitions and suggest modifications of and additions to the current ebXML standard. Finally, we discuss the scope and the limitations of our concept and prototype.     

业务流程再造与我国的电子商务

电子商务在我国快速发展的同时 ,也暴露了许多问题 ,而企业自身的管理问题以前并不被人们重视 ,而对于其中一些问题的解决 ,必须进行企业的BPR。与国外类似 ,我国大量的信息技术投入 ,其收益并不明显 ,僵化的业务流程和企业模式是制约信息技术潜力发挥的主要原因。电子商务作为信息技术要在商业中得到系统应用 ,对企业进行BPR是其前提和基础。     

Evaluations of Tactics for Automated Negotiations

Automated negotiation under the infrastructure of e-commerce is becoming an important issue. However, although the communication protocols and frameworks of automated negotiation have been extensively investigated, the corresponding tactics and strategies are still underdeveloped and need to be evaluated further. Based on the negotiation model proposed by Faratin et al., this paper examines the performance of automated negotiation tactics and intends to provide concise suggestions for the users of automated negotiation. First, theoretical analysis is used to evaluate the behavior-dependent tactics. Constructive conclusions are obtained when single-issue negotiations are considered. Next, a new framework for applying single-issue tactics to multi-issue negotiation is proposed. Based on this framework, theoretical analysis is then extended to multi-issue cases. Finally, different from the previous work, exhaustive simulations based on two-issue negotiations are performed to evaluate the effectiveness of behavior-dependent and time-dependent tactics. The experimental results provide several important insights into negotiation tactics.     

电子商务在企业管理中的应用

电子商务的应用会极大地促进企业管理的现代化。本文阐述了电子商务产生的背景、对现代企业管理的影响和对企业竞争能力的作用,并在此基础上,提出了相应的对策。     

信息化采购是现代企业采购的必然方向

信息化采购使企业不再采用传统办法采购它们的商品,是全新的商业模式,它的优势是十分显著的,是现代采购发展的方向。     

搭建云南省煤炭企业电子物流平台设计方案

从云南省煤炭企业物流环境SWOT分析出发,针对具体情况,叙述了搭建云南省煤炭企业电子物流平台的设计方案。并对其实施步骤做出了相应规划。     

电子商务商业方法专利战略

网络的出现在很大程度上改变了现行的经济运行模式。电子商务在全球范围内迅速发展起来,而商业方法专利也成为人们研究的一个新课题。在论述电子商务商业方法专利的相关理论问题的基础上,分析我国商业方法专利的保护现状,针对目前国外强大的商业方法专利的攻势,我国政府和企业的应对策略之一便是建立电子商务商业方法专利保护法。     

关系在中国商务谈判中的作用

在北京、温州和邯郸三个城市几十家企业里,组织了102组商务模拟谈判数据,并对数据进行量化分析,探索了中国式的“关系”在中国商务谈判中的作用。数据结果显示关系在中国商务谈判过程中,有时发挥正的作用,有时产生负的作用,在某些环节不发生作用,根据数据分析结果,给出了相关的现实操作启示。     

中国旅游电子商务发展中存在的一些问题及对策思考

旅游电子商务是旅游业发展的一个主要方向,是旅游企业参与国际竞争的重要手段。旅游电子商务作为一种新兴的商务模式以其高效、低成本等优势,正在迅速兴起。但在迅速兴起的同时,也存在着一些泡沫,为此应找出问题,分析问题产生的原因,在此基础上去解决问题,使旅游电子商务真正为旅游企业所用,达到利益的最大化和效率的最优化。     

略论跨文化商务谈判差异及影响

在国际间商务交往活动日益频繁的今天,跨文化商务谈判中的文化差异和影响问题也日益凸显.为促进中国的跨文化商务谈判多获得成功,应注意跨文化商务谈判中的语言差异及其影响、思维差异及其影响、观念差异及其影响、谈判风格差异及其影响等问题,以在国际贸易中取得较大的主动权.     

文化差异对国际商务谈判的影响及对策研究

在全球经济一体化的总框架内,国家间的贸易活动更加频繁,商业关系日益复杂,国际商务谈判成为跨国贸易交往中不可或缺的重要环节。如何能更好地融合不同文化背景的人进行国际商务谈判,解决文化差异将是谈判的一个关键部分。本文首先对关于文化差异对国际商务谈判影响的相关文献进行简单搜集和整理,然后从文化差异产生的原因及类型、文化差异如何影响商务谈判以及相应的应对策略这三个方面进行分析和阐述。     

浅谈国际商务谈判中的跨文化问题及对策

国际商务谈判是商务活动的重要内容 ,不可避免地要遇到跨文化问题。跨文化问题阻碍着商务谈判的顺利进行。探讨东西文化、国际商务谈判的跨文化差异问题 ,分析中西方谈判决策过程中的文化差异以及谈判风格的不同 ,尤其是了解、宽容多元文化 ,掌握跨文化谈判的对策 ,对提高国际商务谈判的成功有一定的帮助     

Business School Curricular Responses to the Emergence of Electronic Commerce

Abstract

The latest innovation to draw the attention of business schools and their stakeholders is electronic commerce (e-commerce). The purpose of this paper is to examine how business schools are responding to the curriculum challenge of e-commerce. The results indicate that business schools are initiating three types of responses: The first concerns programmatic changes. The second concerns changes in the disciplines of management information systems, marketing, operations management, and accounting. The third response is the establishment of centers/institutes of e-commerce. Before we report on these responses, we present an overview of e-commerce. After our responses, we present a summary of our results and predict future trends.     

电子商务中会员管理及产品管理模块设计解析

电子商务使人们可以方便地在全球进行购物、交易或得到服务。本文以城市金融咨询网公用信息平台为依托,详细阐述了系统的主要模块的功能:会员注册、会员管理、产品定义等。     

基于制度理论的中国B2B发展关键障碍因素探索

中国B2B发展的障碍不乏有人探讨,但是以前的研究者将不同模式的B2B当成一个整体,且论述缺乏理论依据。本文试图从制度和企业吸收能力的角度,构筑一个整合的理论框架来探讨不同的B2B制度模式的发展障碍。从制度的层面,我们说明了制度环境因素和旧有的制度对积聚型B2B模式的发展造成了障碍,尤其是当B2B运营者希图提供全程交易时。对于供应链型B2B,我们提出,由于新的B2B制度还处于萌芽期,企业B2B吸收能力是其发展的重要制约因素。同时,旧有的制度通过制约企业对B2B的吸收能力,间接制约供应链B2B模式的出现。     

对中小企业实施电子商务的几点建议

目前中小企业占据了中国企业的大半壁江山,已经成为经济发展的重要力量。但是也面临着一系列的发展难题,无论是在筹集发展资金方面,还是在专业人才的引进和网络系统的建设方面,抑或是在解决管理问题等方面。在各种资源有限的条件下,中小企业如何应用电子商务助力竞争,成为必须要解决的问题。     

Business Ethics Curriculum Design: Suggestions and Illustrations

Designing business ethics teaching as anintegrated part of business school curriculashould start with a school-wide dialogue aboutgoals and working conditions. This articlesuggests different premises that can serve asnext steps to follow the school-widedialogue about goals and working conditions. The paper also provides several experienceswith offering business ethics modules withinother courses. Since the article is written asan invitation to a dialogue, assumptions andsuggestions are formulated in a discussionthesis format.     

特色农业经济电子商务方案及实施模式的探索

本文希望通过搭建一个集信息技术、产品展示、商务洽谈、产品交易、网上支付、物流配送、安全认证为一体的农产品交易平台,为农村种植养殖专业户、涉农加工企业、涉农批发及零售商、涉农经纪人等提供方便、快捷、实用的网上服务,以促进农村社会经济发展。