Building Coalitions of Competitors in the Negotiation of Multiparty e-Contracts through Consultations

Anderson P. Avila-Santos, Jhonatan Hulse, Daniel S. Kaster, Evandro Baccarin

Abstract

This paper argues that software agents may build two kinds of coalitions in e-negotiation processes. The first is the typical one in which the parties define roles, rights, guarantees before the negotiation starts. They act as a team. Either the whole coalition succeeds in the negotiation or fails. In the second one, addressed by this paper, the coalition members are competitors. They collaborate exchanging information before the negotiation trying to align their strategies to some degree. Such collaboration only occurs because there is some particularity (e.g., nearness) that can optimise their business processes if most of the coalition members succeed in the negotiation. They aim at maximising their chances of success in the negotiation, but act solo. It is important to note that the main challenge in this scenario lays on the fact that the coalition members are not bind to the coalition. They may act within the negotiation differently from what they had agreed previously. This gives rise to the concept of fairness, which is discussed in this paper. The paper also argues that the materialisation of coalitions within a negotiation protocol fits better in a multiparty negotiation protocol. Thus, it extends the SPICA Negotiation Protocol with the so-called consultations. The paper presents a study case that shows that consultations can be benefic to the suppliers, the industry and the consumers.

References

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Paper Citation


in Harvard Style

Avila-Santos A., Hulse J., Kaster D. and Baccarin E. (2015). Building Coalitions of Competitors in the Negotiation of Multiparty e-Contracts through Consultations . In Proceedings of the 17th International Conference on Enterprise Information Systems - Volume 2: ICEIS, ISBN 978-989-758-097-0, pages 618-625. DOI: 10.5220/0005372506180625


in Bibtex Style

@conference{iceis15,
author={Anderson P. Avila-Santos and Jhonatan Hulse and Daniel S. Kaster and Evandro Baccarin},
title={Building Coalitions of Competitors in the Negotiation of Multiparty e-Contracts through Consultations},
booktitle={Proceedings of the 17th International Conference on Enterprise Information Systems - Volume 2: ICEIS,},
year={2015},
pages={618-625},
publisher={SciTePress},
organization={INSTICC},
doi={10.5220/0005372506180625},
isbn={978-989-758-097-0},
}


in EndNote Style

TY - CONF
JO - Proceedings of the 17th International Conference on Enterprise Information Systems - Volume 2: ICEIS,
TI - Building Coalitions of Competitors in the Negotiation of Multiparty e-Contracts through Consultations
SN - 978-989-758-097-0
AU - Avila-Santos A.
AU - Hulse J.
AU - Kaster D.
AU - Baccarin E.
PY - 2015
SP - 618
EP - 625
DO - 10.5220/0005372506180625