Develop Acceleration Strategy and Estimation Mechanism for Multi-issue Negotiation

  • Hsin Rau
  • Chao-Wen Chen
Part of the Lecture Notes in Computer Science book series (LNCS, volume 4031)


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.


Utility Maximization Negotiation Process Electronic Commerce Negotiation Strategy Acceleration Strategy 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Springer-Verlag Berlin Heidelberg 2006

Authors and Affiliations

  • Hsin Rau
    • 1
  • Chao-Wen Chen
    • 1
  1. 1.Department of Industrial EngineeringChung Yuan Christian UniversityChungliTaiwan, Republic of China

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