Design science research approach in studying e-negotiations: models, systems, experiments

Wu, ShiKui

doi:10.2478/candc-2021-0003

Abstract

Inspired and led by Dr. Gregory E. Kersten, a number of research projects have been conducted at the InterNeg Research Centre. This paper intends to acknowledge Dr. Kersten’s unique role as a pioneer in e-negotiation research, particularly in exploring and integrating various elements in e-negotiations. From the design science research perspective, this paper reviews a series of relevant research works in e-negotiation modeling, system design and development, and experimental studies. This provides an integrative view of interconnected elements in this field, and also helps framing the various studies into different aspects and stages of e-negotiation research. The paper then suggests several guidelines and directions for future design science research in e-negotiations.

References

Bellantuono, N., Ettorre, D., Kersten, G.E. and Pontrandolfo, P. (2014) Multi-attribute auction and negotiation for e-procurement of logistics. Group Decision and Negotiation 23: 421-441.10.1007/s10726-013-9353-7
Search in Google Scholar Back to article
Bellantuono, N., Kersten, G.E. and Pontrandolfo, P. (2008) Exchange Mechanisms in Logistics Services Markets. Paper presented at the Group Decision and Negotiation, Coimbra, Portugal, June 17-20.
Search in Google Scholar Back to article
Bichler, M., Field, S. and Werthner, H. (2001) Introduction: Theory and Application of Electronic Market Design. Electronic Commerce Research, 3: 215-220.10.1023/A:1011512919970
Search in Google Scholar Back to article
Bichler, M., Kersten, G.E. and Strecker, S.E. (2003) Towards a Structured Design of Electronic Negotiations. Group Decision and Negotiation, 12: 311–335.10.1023/A:1024867820235
Search in Google Scholar Back to article
Braun, P., Brzostowski, J., Kersten, G., Kim, J.B., Kowalczyk, R., Strecker, S. and Vahidov, R. (2006) e-Negotiation Systems and Software Agents: Methods, Models, and Applications. Intelligent Decisionmaking Support Systems: 271-300 doi:10.1007/1-84628-231-4_15
Open DOI Search in Google Scholar Back to article
Chen, E., Kersten, G.E. and Vahidov, R. (2004) An E-marketplace for Agent-supported Commerce Negotiations. In: 5th World Congress on the Management of eBusiness, 2004. InterNeg Research Papers.
Search in Google Scholar Back to article
Chen, E., Kersten, G.E. and Vahidov, R. (2005) Agent-supported Negotiations on E-marketplace. International Journal of Electronic Business 3: 28-49.10.1504/IJEB.2005.006387
Search in Google Scholar Back to article
Gettinger, J., Koeszegi, S.T. and Schoop, M. (2012) Shall We Dance? — The Effect of Information Presentations on Negotiation Processes and Outcomes. Decision Support Systems 53:161–174 doi:10.1016/j.dss.2012.01.001
Open DOI Search in Google Scholar Back to article
Handfield, R.B. and Straight, S.L. (2003) What Sourcing Channel is Right for You? Supply Chain Management Review 7: 62-68.
Search in Google Scholar Back to article
Hevner, A.R., March, S.T., Park, J. and Ram, S. (2004) Design Science in Information Systems Research. MIS Quarterly 28: 75-105.10.2307/25148625
Search in Google Scholar Back to article
Kaufmann, L. and Carter, C.R. (2004) Deciding on the Mode of Negotiation: To Auction or Not to Auction Electronically. Journal of Supply Chain Management 40: 15-26.10.1111/j.1745-493X.2004.tb00166.x
Search in Google Scholar Back to article
Kersten, G.E. (1985) NEGO — Group decision support system. Information & Management 8: 237-246 doi:https://doi.org/10.1016/0378-7206(85)90001-110.1016/0378-7206(85)90001-1
Search in Google Scholar Back to article
Kersten, G.E. (2001) Modeling Distributive and Integrative Negotiations. Review and Revised Characterization. Group Decision and Negotiation 10: 493-514.10.1023/A:1012256222803
Search in Google Scholar Back to article
Kersten, G.E. (2003) The Science and Engineering of E-Negotiation: An Introduction. In: 36th Annual Hawaii International Conference on System Sciences, 2003. Proceedings of the, 6-9 Jan. 2003, 27-36. doi:10.1109/HICSS.2003.1173679
Open DOI Search in Google Scholar Back to article
Kersten, G.E. (2004a) E-negotiation systems: Interaction of people and technologies to resolve conflicts. In: UNESCAP Third Annual Forum on Online Dispute Resolution, Melbourne, Australia, July 5-6, 2004.
Search in Google Scholar Back to article
Kersten, G.E. (2004b) From Nego to Invite: 20 years of developing software to support negotiators. In: CORS/INFORS 2004, Banff, Canada, May 16-19, 2004.
Search in Google Scholar Back to article
Kersten, G.E., Chen, E., Neumann, D., Vahidov, R. and Weinhardt, C., eds. (2008) On Comparison of Mechanisms of Economic and Social Exchanges: The Times Model. Negotiation, Auction and Market Engineering. LNCS 2, Springer, Heidelberg
Search in Google Scholar Back to article
Kersten, G.E., Chen, E., Rios, J. and Strecker, S. (2010) A Study on Preference Impartation and Decision Support in E-negotiation. In: 43rd Hawaii International International Conference on Systems Science (HICSS-43 2010), Koloa, Kauai, HI, USA, 5-8 January 2010. IEEE Computer Society, 1-10.10.1109/HICSS.2010.446
Search in Google Scholar Back to article
Kersten, G.E., Gimon, D. and Shikui, W. (2013) Sellers’ Objectives in E-Procurement Auction and Negotiation Experiments. In: System Sciences (HICSS), 2013 46th Hawaii International Conference on, 7-10 Jan. 2013, 538-547. doi:10.1109/hicss.2013.476
Open DOI Search in Google Scholar Back to article
Kersten, G.E. and Lai, H. (2007a) Negotiation Support and E-negotiation Systems: An Overview. Group Decision and Negotiation 16: 553-586.10.1007/s10726-007-9095-5
Search in Google Scholar Back to article
Kersten, G.E. and Lai, H. (2007b) Satisfiability and Completeness of Protocols for Electronic Negotiations. European Journal of Operational Research 180: 922-937.10.1016/j.ejor.2005.04.056
Search in Google Scholar Back to article
Kersten, G.E. and Lai, H. (2008) Negotiation Support and E-negotiation Systems. In: F. Burstein and C.W. Holsapple, eds., Handbook on Decision Support Systems 1. Springer, 469-508.10.1007/978-3-540-48713-5_23
Search in Google Scholar Back to article
Kersten, G.E. and Lo, G. (2001) Negotiation Support Systems and Software Agents In E-business Negotiations. In: The First International Conference on Electronic Business, Hong Kong, December 19-21, 2001.
Search in Google Scholar Back to article
Kersten, G.E. and Lo, G. (2003) Aspire: Integration of Negotiation Support System and Software Agents for E-Business Negotiation. International Journal of Internet and Enterprise Management 1: 293-315.10.1504/IJIEM.2003.003822
Search in Google Scholar Back to article
Kersten, G.E. and Noronha, S.J. (1999a) Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making. Group Decision and Negotiation 8: 251-27910.1023/A:1008657921819
Search in Google Scholar Back to article
Kersten, G.E. and Noronha, S.J. (1999b) WWW-Based Negotiation Support: Design, Implementation, and Use. Decision Support Systems 25: 135-154.10.1016/S0167-9236(99)00012-3
Search in Google Scholar Back to article
Kersten, G.E., Noronha, S.J. and Teich, J. (2000) Are All E-Commerce Negotiations Auctions? In: COOP’2000: 4th International Conference on the Design of Cooperative Systems, Sophia-Antipolis, France, May 23-26, 2000.
Search in Google Scholar Back to article
Kersten, G.E., Pontrandolfo, P., Vahidov, R. and Gimon, D. (2011) Negotiation and Auction Mechanisms: Two Systems and Two Experiments. Paper presented at the Web 2011 Proceedings.10.1007/978-3-642-29873-8_37
Search in Google Scholar Back to article
Kersten, G.E., Pontrandolfo, P. and Wu, S. (2012) A Multiattribute Auction Procedure and Its Implementation. Paper presented at the 45th Hawaii International Conference on System Science (HICSS), Hawaii, USA, 4-7 Jan. 2012.10.1109/HICSS.2012.69
Search in Google Scholar Back to article
Kersten, G.E., Roszkowska, E. and Wachowicz, T. (2016) An Impact of Negotiation Profiles on the Accuracy of Negotiation Offer Scoring System. Experimental Study. Multiple Criteria Decision Making: 77-103.10.22367/mcdm.2016.11.06
Search in Google Scholar Back to article
Kersten, G.E., Roszkowska, E. and Wachowicz, T. (2017) The Heuristics and Biases in Using the Negotiation Support Systems. SpringerLink 293. Springer, Cham. doi:10.1007/978-3-319-63546-0_16
Open DOI Search in Google Scholar Back to article
Kersten, G.E., Roszkowska, E. and Wachowicz, T. (2018) Representative Decision-Making and the Propensity to Use Round and Sharp Numbers in Preference Specification. In: Ye Chen, G. Kersten, R. Vetschera and H. Xu, eds., Group Decision and Negotiation in an Uncertain World. GDN 2018. Lecture Notes in Business Information Processing, 315. Springer, Cham, 43-55. doi:10.1007/978-3-319-92874-6_4
Open DOI Search in Google Scholar Back to article
Kersten, G.E., Vahidov, R. and Gimon, D. (2013) Concession-making in Multi-attribute Auctions and Multi-bilateral Negotiations: Theory and Experiments. Electronic Commerce Research and Applications 12: 166-180 doi:http://dx.doi.org/10.1016/j.elerap.2013.02.00210.1016/j.elerap.2013.02.002
Search in Google Scholar Back to article
Kersten, G.E., Wachowicz, T. and Kersten, M. (2016) Competition, transparency, and reciprocity: a comparative study of auctions and negotiations. Group Decision and Negotiation 25: 693-722.10.1007/s10726-016-9471-0
Search in Google Scholar Back to article
Kersten, G.E. and Wu, S. (2010) Negotiation Profiles and Concession Patterns. Paper presented at the The Group Decision and Negotiations Conference (GDN), Delft, The Netherlands, June 21-23, 2010.
Search in Google Scholar Back to article
Kersten, G.E. and Wu, S. (2012) A Multi-Attribute Auctioning Method and System. U.S.A Patent P1292USPR.
Search in Google Scholar Back to article
Kersten, G.E., Wu, S. and Oertel, C. (2011) Extrinsic or Intrinsic Motivation of E-Negotiation Experiments’ Participants. Paper presented at the 44th Hawaii International Conference on System Sciences (HICSS), Hawaii, USA, Jan. 4-7, 2011.10.1109/HICSS.2011.204
Search in Google Scholar Back to article
Kim, J.B., Kersten, G., Strecker, S. and Law, K.P. (2006) Developing Context-Independent E-Negotiation Systems Using Software Protocol and Model-View-Controller Design Pattern. In: L. Logrippo, H. Mili and A.S. Salah, eds., Proceedings of the Montreal Conference on e-Technologies (MCeTech 2006), Montreal, May 17–19, 2006; 43-52.
Search in Google Scholar Back to article
Koeszegi, S., Vetschera, R. and Kersten, G. (2004) National Cultural Differences in the Use and Perception of Internet-based NSS: Does High or Low Context Matter? International Negotiation 9: 79-109.10.1163/1571806041262070
Search in Google Scholar Back to article
Lai, H., Doong, H.-S., Kao, C.-C. and Kersten, G.E. (2006) Negotiators’ Communication, Perception of Their Counterparts, and Performance in Dyadic E-negotiations. Group Decision and Negotiation 15: 429-447.10.1007/s10726-006-9037-7
Search in Google Scholar Back to article
Lai, H., Lin, W.-J. and Kersten, G. (2010) The Importance of Language Familiarity in Global Business E-Negotiation. Electronic Commerce Research and Applications: 537-54810.1016/j.elerap.2010.03.005
Search in Google Scholar Back to article
Law, K.P., Kersten, G.E. and Strecker, S.E. (2004) Protocols for Electronic Negotiation Systems. In: InterNeg International Seminar: Markets, negotiations and dispute resolution in new economy, Montreal, Canada, October 12-13, 2004. The InterNeg Group.
Search in Google Scholar Back to article
Law, K.P., Wu, S., Kersten, G.E. and Strecker, S.E. (2004) Invite: A Software Platform for Multiprotocol E-Negotiations. In: InterNeg International Seminar: Markets, negotiations and dispute resolution in new economy, Montreal, Canada, October 12-13 2004. The InterNeg Group.
Search in Google Scholar Back to article
Roth, A.E. (2002) The Economist as Engineer: Game theory, Experimentation, and Computation as Tools for Design Economics. Econometrica 70: 1341–1378.10.1111/1468-0262.00335
Search in Google Scholar Back to article
Roth, A.E. and Ockenfels, A. (2002) Last-Minute Bidding and the Rules for Ending Second-Price Auctions: Evidence from eBay and Amazon Auctions on the Internet. The American Economic Review 92: 1093-1103.10.1257/00028280260344632
Search in Google Scholar Back to article
Schoop, M. (2002) Electronic Markets for Architects - The Architecture of Electronic Markets. Information Systems Frontier 4: 285–302.10.1023/A:1019902520503
Search in Google Scholar Back to article
Smith, V.L. (2003)Markets, Institutions and Experiments. In: L. Nadel, ed., Encyclopedia of Cognitive Science, 2. Nature Publishing Group, London, 991-998.
Search in Google Scholar Back to article
Vahidov, R. (2006) Design Researcher’s IS Artifact: A Representational Framework. In: DESRIST 2006, Claremont, CA, February 24-25, 2006.
Search in Google Scholar Back to article
Vahidov, R. (2012) Design-type Research in Information Systems: Findings and Practices. IGI Global. doi:10.4018/978-1-4666-0131-4
Open DOI Search in Google Scholar Back to article
Vahidov, R. and Kersten, G.E. (2012a) Evaluation of Human-to-Agent Negotiations via an E-negotiation System. INR 05/12:1-11.
Search in Google Scholar Back to article
Vahidov, R. and Kersten, G.E. (2012b) Design of Software Agent-Populated Electronic Negotiation System and Evaluation of Human-to-Agent Negotiations. INR 09/12.10.1007/978-3-642-29863-9_30
Search in Google Scholar Back to article
Vahidov, R., Kersten, G.E. and Yu, B. (2017) Human-Agent Negotiations: The Impact Agents’ Concession Schedule and Task Complexity on Agreements. In: The 50th Hawaii International Conference on System Sciences, 2017/01/04/2017. doi:10.24251/HICSS.2017.050
Open DOI Search in Google Scholar Back to article
Vetschera, R., Kersten, G. and Koeszegi, S. (2006) User Assessment of Internet-Based Negotiation Support Systems: An Exploratory Study. Journal of Organizational Computing and Electronic Commerce 16: 123-14810.1207/s15327744joce1602_3
Search in Google Scholar Back to article
Wachowicz, T., Kersten, G.E. and Roszkowska, E. (2019) How do I tell you what I want? Agent’s interpretation of principal’s preferences and its impact on understanding the negotiation process and outcomes. Oper. Res. Int. J. 19: 993-1032 doi:10.1007/s12351-018-00448-y
Open DOI Search in Google Scholar Back to article
Weber, M., Kersten, G. and Hine, M. (2006) Visualization in e-Negotiations: An Inspire ENS Graph is Worth 334 Words, on Average. Electronic Markets 16: 186-200.10.1080/10196780600841571
Search in Google Scholar Back to article
Wu, S. and Kersten, G.E. (2005) Design and implementation of InterNeg Support System in the Invite software platform. Paper presented at the Group Decision and Negotiation, Vienna, Austria, July 10-13, 2005.
Search in Google Scholar Back to article
Wu, S. and Kersten, G.E. (2013) Information Revelation inMulti-attribute Reverse Auctions: An Experimental Examination. In: System Sciences (HICSS), 2013 46th Hawaii International Conference on, Wailea, Maui, HI USA 7-10 Jan. 2013. 528-537. doi:10.1109/hicss.2013.271
Open DOI Search in Google Scholar Back to article
Wu, S. and Kersten, G.E. (2017) Procurement auctions and negotiations: An empirical comparison. Journal of Organizational Computing and Electronic Commerce 27: 281-303 doi:10.1080/10919392.2017.1363576
Open DOI Search in Google Scholar Back to article
Wu, S., Kersten, G.E. and Beaudry, A. (2012) There is more to Negotiation than Reaching an Agreement: Substantive, Relational, and other Objectives of the Negotiators. Paper presented at the The Group Decision and Negotiations Conference (GDN), Recife, Brazil, 20-24 May, 2012.
Search in Google Scholar Back to article
Wu, S., Kersten, G.E. and Benyoucef, M. (2006) INSS - A New Approach in Designing Web-Based Negotiation Support Systems. In: L. Logrippo, H. Mili and A.S. Salah, eds., Proceedings of the Montreal Conference on e-Technologies (MCeTech 2006), Montreal, Canada, May 17-19, 2006.
Search in Google Scholar Back to article
Wu, S., Kersten, G.E. and Vahidov, R. (2014) Auction and Negotiation Mechanisms for Multi-attribute E-procurement Transactions. In: The 18th Pacific Asia Conference on Information Systems, Chengdu, China, 2014/01/01/2014. Association for Information Systems (AIS).
Search in Google Scholar Back to article
Wu, S., Yu, B. and Kersten, G.E. (2013) Satisfaction in E-negotiation: A Multidimensional Construct. In: International Conference on Applied and Theoretical Information Systems Research, Taipei, Taiwan, 2013.
Search in Google Scholar Back to article
Yu, B. and Kersten, G.E. (2018) Impact of Negotiators’ Predispositions on Their Efforts and Outcomes in Bilateral Online Negotiations. In: International Conference on Group Decision and Negotiation, 2018/06/09/2018. Springer, Cham, 70-81. doi:10.1007/978-3-319-92874-6_6
Open DOI Search in Google Scholar Back to article
Yu, B., Kersten, G.E. and Vahidov, R. (2015) Traders’ Subjective Appraisals: Comparison of Negotiations and Auctions. Journal of Organizational Computing and Electronic Commerce 25: 233-261.10.1080/10919392.2015.1058111
Search in Google Scholar Back to article
Yu, B., Kersten, G.E. and Wu, S. (2008) Multi-attribute Auctions and Negotiations in Service Procurement: An Experimental Comparison. In: Group Decision and Negotiation, Coimbra, Portugal, June 17-20, 2008.
Search in Google Scholar Back to article

Design science research approach in studying e-negotiations: models, systems, experiments

Abstract

Paradigm

My account