Flexible negotiation process : a framework in e-supply chain design

Golenur B. Huq, Robyn Lawson

    Research output: Chapter in Book / Conference PaperConference Paper

    Abstract

    ![CDATA[Almost all businesses are involved in complex business processes including negotiation. Negotiation process is the most complicated issue in the electronic environment where if it has a limited time to make agreement binding. To enter into negotiation process towards agreement binding it always need some time to make right decision as we follow in real world. We assume that if we give some time to think about which involves extended offers and counter offers of negotiation process then it will be easier to make agreement binding. This paper proposes iterated negotiation protocol and the extended and flexible iterated negotiation process in electronic environment which will enable business processes simpler, easier and time saving procedures. This iterated negotiation will attract more business organizations to enter into electronic negotiation processes.  Finally, we think this extended flexible process will enhance the agreement-binding rate in a negotiation situation.   ]]
    Original languageEnglish
    Title of host publicationInternet & Information Systems in the Digital Age: Challenges & Solutions. Proceedings of the 7th International Business Information Management Association (IBIMA) Conference, 14-16 December 2006, Brescia, Italy
    PublisherIBIMA
    Number of pages7
    ISBN (Print)0975339362
    Publication statusPublished - 2006
    EventInternational Business Information Management Association -
    Duration: 23 Jun 2010 → …

    Conference

    ConferenceInternational Business Information Management Association
    Period23/06/10 → …

    Keywords

    • negotiation
    • decision making
    • electronic commerce

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