An Opponent´s Negotiation Behavior Model to Facilitate Buyer-seller Negotiations in Supply Chain Management

Author

Fang, Fang ; Xin, Ye ; Yun, Xia ; Haitao, Xu

Author_Institution

Dalian Commodity Exchange, Dalian

fYear

2008

fDate

3-5 Aug. 2008

Firstpage

582

Lastpage

587

Abstract

Buyer-seller negotiation is an interactive process so that the outcome is not only determined by an agentpsilas own tactics but also influenced by his opponentpsilas choices. Therefore, retrieving the knowledge of the opponent to simulate the opponentpsilas possible actions can increase the payoffs. An ANN_based Opponentpsilas negotiation behavior model (OpNBM) is proposed. It consists of two basic negotiation behaviors: Bid_Evaluation simulates the negotiatorpsilas utility function, and Bid_Generation simulates the concession strategy. Furthermore, by observing the changes of the opponent during the actual bargaining process, the agent keeps adjusting the OpNBM with increase of the negotiation rounds. Several experiments have shown that the OpNBM can help agents to better prepare for the negotiation and achieve a better outcome.

Keywords

electronic commerce; neural nets; supply chain management; bargaining process; buyer-seller negotiations; concession strategy; opponent negotiation behavior; opponent possible actions; supply chain management; utility function; Bayesian methods; Electronic commerce; Information analysis; Information retrieval; Information security; Learning systems; Neural networks; Predictive models; Supply chain management; Supply chains; Artificial Neural Network; Buyer-seller Negotiation; Opponent´s Behavior Model (OpNBM); Supply Chain Management;

fLanguage

English

Publisher

ieee

Conference_Titel

Electronic Commerce and Security, 2008 International Symposium on

Conference_Location

Guangzhou City

Print_ISBN

978-0-7695-3258-5

Type

conf

DOI

10.1109/ISECS.2008.93

Filename

4606133