DocumentCode
305392
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
Volume
3
fYear
1996
fDate
14-17 Oct 1996
Firstpage
2006
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;
fLanguage
English
Publisher
ieee
Conference_Titel
Systems, Man, and Cybernetics, 1996., IEEE International Conference on
Conference_Location
Beijing
ISSN
1062-922X
Print_ISBN
0-7803-3280-6
Type
conf
DOI
10.1109/ICSMC.1996.565437
Filename
565437
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