Bilateral e-services negotiation under uncertainty

This paper presents an approach for bilateral negotiation between an e-service provider and an e-service consumer in the presence of uncertainty. The approach can be applied to any type of negotiation, including buyer/seller negotiation. The type of uncertainty discussed is uncertainty of what offers and counteroffers to make, at a particular point in the negotiation. The approach makes use of reputation to arrive at a list of candidates who have negotiated the same or similar issues in the past, from whom the negotiator can learn the possible offers and counteroffers that could be made.