Title :
A bilateral negotiation model of technology pricing
Author :
Fang, Liping ; Song, Yuanfang ; Wang, Yingluo
Author_Institution :
Dept. of Mech. Eng., Ryerson Polytech. Inst., Toronto, Ont., Canada
Abstract :
A bilateral negotiation model is presented to study the negotiation process involved in arriving at a price in a technology transfer transaction. It is assumed that each side in the negotiation knows his/her own reservation price and has an estimate of the other side´s reservation price. An estimate for the other side´s desired price at each round of the negotiation is developed and a rule is established for accepting the next offer/counteroffer made by the other side. A numerical example is used to illustrate the application of the negotiation model
Keywords :
behavioural sciences; costing; technology transfer; bilateral negotiation model; negotiation process; reservation price; technology pricing; technology transfer transaction; Engineering management; Helium; Manufacturing; Pricing; Technology management; Technology transfer;
Conference_Titel :
Systems, Man, and Cybernetics, 1996., IEEE International Conference on
Conference_Location :
Beijing
Print_ISBN :
0-7803-3280-6
DOI :
10.1109/ICSMC.1996.565437
