面向电子商务的一对多谈判支持模型

谈判支持系统（Nss）是群决策支持系统的一个重要分支。其目的是促进电子商务购销交易，协调交易中存在的冲突。目前的谈判支持系统主要以支持两方谈判为主，但企业往往就某一问题需同时与多个可能合作伙伴展开谈判。这类谈判称为一对多谈判，有着与两方谈判不同的特点。因此，现有的谈判支持模型无法完成对一对多谈判的支持。为了满足企业现实中大量存在的一对多谈判需求。本文提出并详细描述了一种一对多谈判支持模型。     

多对多辩论谈判系统模型研究

电子商务由于充分利用了网络技术的优势,使得企业与企业之间、企业与客户之间的交易行为能够在高效和低成本的环境下进行。传统谈判活动是商务活动中的一件非常耗费人力、物力以及时间的事情,为了节省买卖双方由于谈判所花费的大量时间和资源,提高交易效率和降低交易成本,需要在电子商务环境下引入谈判机制,以便使交易各方更好的进行合作。近几年对于自动谈判系统的研究主要集中在将辩论机制引入到自动谈判环境中,但是大多数都是研究辩论机制在一对一、一对多谈判环境下对于谈判解的影响。着重研究了多对多谈判环境下基于辩论机制的自动谈判模型并提出多对多环境下辩论谈判的框架和形式化描述。     

一类大宗物料采购谈判定价模型研究

根据企业大宗物料海外采购实际情况，以卖方为导向的价格决策理论为基础，考虑到买方在采购谈判价格决策中的作用，提出了一种大宗物料采购谈判定价模型，为谈判提供了定价方法和决策依据，并通过实例说明了决策模型的应用。     

基于GA的Agent多议题商务谈判决策问题研究

针对谈判过程中的最优决策和谈判效率问题,结合商务谈判具体特点,运用现在比较流行的Agent技术和遗传算法(GA),提出了用于解决多议题谈判问题的基于GA的Agent谈判模型,并结合具体问题对模型的有效性进行了仿真试验,通过模型的应用谈判各方提供了合理的谈判决策建议,达到双赢目的,实现了效用最大化。     

基于不完全信息动态博弈模型的报价策略研究

目前应用博弈论对价格谈判所进行的研究大多集中于讨价还价问题,而关于报价问题的研究往往依靠定性分析。因此本文建立了一个关于报价策略的三阶段不完全信息动态博弈模型,并通过求解证明：在谈判双方信息对称的条件下,无论对买方还是卖方来说,“抢先报价”都是占优策略。在买卖双方都采取“抢先报价”策略时,报价顺序博弈的结果具有不确定性。在现实中买卖双方往往会通过各种其他手段来达到抢先报价的目的。     

浅谈校企合作商务谈判技巧

校企合作办学是发挥学校和企业的各自优势,实现资源共享、互惠互利的开放办学形式.然而,在信息不对称的环境中,校企合作办学需要学校和企业双方积极主动地寻找合作机会,通过积极有效的商务谈判,双方达成协议.校企合作谈判是校企合作办学成功与否的关键,本文站在学校的角度对校企合作商务谈判技巧问题进行了详细的研究.     

基于协调人的多对多谈判支持研究

为了解决多对多谈判难于组织和难与决策支持的问题,协调人被引入到多对多谈判研究,构建了基于协调人的多对多谈判冲突模型,对基于协调人的多对多谈判问题进行分解,利用启发式算法对协调人问题求解帕累托解,通过帕累托解点的移动获取帕累托最优解,最后通过一个实例分析验证了基于协调人的多对多谈判支持模型的有效性和实用性。     

如何做好销售谈判的准备工作

一次销售谈判大致划分为三个阶段:计划与准备阶段、面谈阶段、后续收尾阶段。虽然讲到谈判,大多数人总联想到面谈,但计划与准备阶段是这三个阶段最关键的,至少一个典型的谈判其结果如何,有50%在你和客户见面之前就已经决定了。计划与准备阶段如此之重要,而大多数销售人员进行谈判时仍是仓促上阵,未能做充分的准备,使得谈判结果不能尽如人意。因此,在每一次销售谈判之前做好充分的计划与准备,是我们取得良好谈判结果的基石。销售谈判的计划与准备阶段涉及以下几项内容:一.确定谈判目标1.知道自己需要什么:如果没有事先考虑好自己应该从谈判中…     

供应链合作伙伴之间的双赢谈判

供应链合作伙伴在长期的合作中,谈判是他们经常要进行的一项工作,特别是在利益难以协调和发生冲突时,谈判——是解决问题的首选方式。文中通过分析供应链合作伙伴之间谈判的目的及谈判中存在的问题,有针对性地提出了他们在谈判中的对应策略,以便促进供应链合作伙伴协同发展。     

微观经济学视角下我国政府在集体谈判中的角色定位

广州大学城环卫工人维权成功的案例是中国工人运动史上具有里程碑意义的案例,该案例牵涉了工、 商、 学、 政多个组织和部门,对我国集体谈判的发展影响深远.本文将研究重点放在政府在集体谈判中的角色定位,通过对希克斯罢工与谈判模型的应用,分析政府在介入和不介入集体谈判时工人组织和管理集团的利益分割,发现政府在市场上应当只针对集体谈判作出法律上的规范,而不参与个案才是最佳的选择.     

易逝品价值衰减对动态定价影响研究

消费者对部分易逝品感知风险会随时间提高,感知价值也随之衰减。本文基于消费者感知价值衰减建立连续和离散时间的动态定价模型以研究消费者感知价值衰减对动态定价和厂商期望收益的影响,并以连续时间模型为基准评价离散定价次数对期望收益的影响。数值算例表明,消费者感知价值衰减时,即使采取相应的最优策略,厂商期望收益下降幅度仍然可能达到30％,而如果厂商忽略消费者感知价值衰减,其损失可能高达60％。     

Supplier behavior and its impact on customer satisfaction: A new characterization of negotiation behavior

Many questions of customer/supplier negotiation dynamics remain unanswered. One reason behind this is that most existing models do not entirely reflect the complex relationship between negotiation behavior and the attained outcome of the negotiation process, analyzing the former from a purely dichotomous perspective. This study examines supplier negotiation behavior and how it impacts the outcome (satisfaction) from the customer´s perspective, thereby proposing a new characterization of negotiation behavior. Our analysis is based on a case study of 21 customer/supplier negotiations carried out by four leading supermarket chains in Costa Rica. Evidence supports our proposal that in customer/supplier negotiations, supplier negotiation behavior can include both integrative and competitive actions within the same negotiation, thereby justifying our proposal of different classifications existing within the negotiation continuum. It was also noted that supplier negotiation behavior influences a customer´s perceived satisfaction level. These findings are relevant to both academia and the professional world and can be used to promote better implementation and performance of agreements attained during a negotiation.     

A multi-agent-based model for a negotiation support system in electronic commerce

This study proposes a multi-agent-based model for bilateral multi-objective negotiation in electronic commerce trading. The function and behaviour of several types of agents are discussed. These agents interact with each other in our negotiation support system model to create the most appropriate solution for both negotiating parties. In particular, we are concerned with a win-win negotiation approach in which agents seek to strike a fair deal that also maximizes the payoff for everyone involved. That is, if the opponent cannot accept an offer then the proponent should endeavour to find an alternative to make a trade-off. Against this background, a utility model based on fuzzy constraint satisfaction problems is proposed to ensure that these agents reach a solution that is fair for both negotiating parties if such a solution exists. The model uses prioritized fuzzy constraints to indicate how concessions should be made when necessary. In addition, by incorporating the notion of a negotiation argument into our evaluation model, the agents can sometimes reach agreements that would otherwise be impossible. Finally, a numerical example is given to display the applicability of the proposed approach for electronic trading assistance.     

The influence of seller learning and time constraints on sequential bargaining in an artificial perishable goods market

This paper investigates the formation of prices in a perishable goods market where agents bargain repeatedly through pair-wise interactions. After extensive field observations, we chose to focus on two aspects that seem important to actors of this market: the passage of time and update in judgement when gathering information. The main feature of the market is that a seller bargaining with a buyer has incomplete information about buyer's willingness to pay and is not sure how her trading partner will evaluate an offer or compare it with other options. On the other hand, buyers have limited time to look for goods and cannot meet all possible sellers before making a decision. Hence agents cannot calculate the best price to offer but receive information through limited interactions, and use this information to choose their actions.An agent-based model was built to represent a framework that mimics the observed market institution and where agent's possible behaviors and learning was made as consistent as possible with gathered data. Simulations were run, first for sensitivity analysis concerning main parameters, then to test the dependance of agents’ learning to (a) the time buyers can spend on the market and (b) the frequency of update in learning by sellers. To validate the model, features produced by the simulated market are compared to the stylized facts gathered for negotiation about four goods. We reproduce the main features of the data on the dynamics of offers, transaction prices and agents’ behavior during the bargaining phases.     

An agent-based multiattribute reverse auction approach for online secondhand commodities

Due to the price elasticity of demand for secondhand commodities, it is difficult to establish a quantitative model for the auction. This paper proposes an agent-based multiattribute reverse auction model to support multicommodity combinatorial auction. First, this paper establishes an agent-based reverse auction model and introduces the framework, procedures, and protocols of the model in detail. Second, in light of the multicommodity environment, the targets, protocols, auction strategies, and approaches are identified. Finally, by using the proposed agent-based auction model, both buyers and sellers will reach simultaneous agreements on the details of the commodities to complete the auction.     

基于改进TOPSIS方法的供应商选择

通过设计供应商评价指标体系,建立了基于熵权与改进后的TOPSIS方法相结合构成的供应商评价模型,并将其应用于供应链管理中,经过算例验证该方法是可行的,具有一定的实际意义。     

It's alright,it's just a bluff: Why do corporate codes reduce lying,but not bluffing?

Purchasing operates in an environment that frequently provides incentives for deception. Using self-concept maintenance theory and social learning theory, this article compares two distinct manifestations of deception in buyer–supplier negotiations: lying and bluffing. Scenario-based experiments provide evidence that corporate codes diminish severe manifestations of deception (lying) but not less severe ones (bluffing), and that bluffing is considered a negotiation skill. These findings reveal the boundary conditions of self-concept maintenance theory, which is applicable to lying but not to bluffing. Moreover, this article outlines an agenda for future research on deception in buyer–supplier relationships – an important but under-researched subject within our discipline.     

The impact of cultural differences on buyer–supplier negotiations: An experimental study

In today's global economy, an ever-increasing number of companies are dealing with international partners, instigating a need to understand the impact of cultural differences on business interactions. Using Hall's distinction of high- and low-context culture, this study investigates the direct and moderating effects of cultural differences in dyadic buyer–supplier negotiations. Theory is developed regarding the impact of culture on joint profits, juxtaposing Transaction Cost Economics and the Relational View. The theory is tested with a negotiation experiment. Participants, classified by their country of origin, negotiate prices and quality levels for three products. This study finds that cultural differences within the negotiation dyad reduce joint profits when compared to dyads of participants with similar cultural backgrounds. Cultural differences also moderate the impact of trust and bargaining strategy on joint profits. Overall, this study concludes that cultural differences, as encountered in day-to-day business interactions in global supply chains, significantly impact negotiation outcomes.