Exploration of negotiation outcome indicators through negotiation processes

碩士 === 國立中山大學 === 資訊管理學系研究所 === 93 === Negotiation is one of the key elements in the business activity. Traditional approach to negotiation takes place in a face-to-face environment. E-negotiations present all or part of the negotiating processes through the electronic media or digital channels, t...

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Bibliographic Details
Main Authors: Chi-Chung Kao, 高啟中
Other Authors: Hsiang-Chu Lai
Format: Others
Language:zh-TW
Published: 2005
Online Access:http://ndltd.ncl.edu.tw/handle/95574856053916357663
Description
Summary:碩士 === 國立中山大學 === 資訊管理學系研究所 === 93 === Negotiation is one of the key elements in the business activity. Traditional approach to negotiation takes place in a face-to-face environment. E-negotiations present all or part of the negotiating processes through the electronic media or digital channels, to transfer data or to help to achieve better negotiation effects. With the rapid development in E-Commerce, the Internet has becoming an important and inevitable channel of trade and business communication, as well as E-negotiations. Therefore, E-negotiation is progressively popularized and valued. In addition to assisting in communication and decision, the other significant contribution to adopt e-negotiation is to collect the complete and detailed data in every negotiation process, as well as the result. We are able to have clearer understanding in negotiation behavior through analyzing the negotiation behavior data, and therefore will be able to proceed to construct the theory of negotiation. The purpose of negotiations is to successfully agree on, explore which negotiation strategies minister to agreements, and to obtain more knowledge in achieving successful negotiations. Likewise, this is the purpose of this research. Inspire is the first web-based e-negotiation system, and built in 1996. The data collected by this system include users’ demographic data, system usage, offers and counter offers, final agreements, strategy adopted, utility values, and so on. This research has collected 700 pairs of one-to-one negotiation activity records from Inspire negotiation support system, and has grouped negotiators into two groups, cooperative and non-cooperative, using the clustering analysis technology. These two groups manifest differences in the aspects of negotiation outcome and negotiation strategy.