• Journal of Korean Institute of Industrial Engineers
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• v.24 no.1
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• pp.11-21
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• 1998

Holonic manufacturing systems have been recently presented to meet the various needs of customer rapidly. Holonic manufacturing systems consist of several holons which may perform decision making for the achievement of their objectives. Holonic manufacturing systems are characterized by cooperation and negotiation among holons. The problem of conflict can be occurred during communication between holons. Then the negotiation is required for the holons. This paper deals with a mathematical model for the mediation of negotiation between holons in the holonic manufacturing systems. In this paper an evaluation function for mediation is modeled using the utility function.

• Proceedings of the Korea Inteligent Information System Society Conference
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• 2000.04a
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• pp.197-206
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• 2000

We proposed a negotiation model for the n:n negotiation process in the deal. The proposed model was based on the geometrical metaphor concept. We suggested also a negotiation state space using the metaphors where deals can be done conveniently and effectively. We analyzed and showed the usefulness of the model for the both parties concerned in the deal.

• International Commerce and Information Review
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• v.18 no.4
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• pp.221-262
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• 2016

This study examines the dispute resolution culture and negotiation strategy in Vietnam. We adopt area studies methodology in order to analyze dispute resolution and negotiation strategy in Vietnam, since the dispute resolution and negotiation strategy are keenly connected with the culture, law, institution, and economic system of the society. Our findings are as follows. First, Vietnamese society has the culture that has the characteristics of maternal society and patrilineal society. Vietnamese women has traditionally participated in the economic activity. Second, Vietnamese people showed loyalty to the nation. Third, Vietnamese society is shown to belong to the culture of collectivism. In addition, we investigate the multi-faced characteristics of Vietnamese dispute resolution culture and negotiation strategy. Our findings are as follows. First, Vietnamese people utilize middlemen in implementing dispute resolution and negotiation. Second, Vietnamese people prefer long-term negotiation style. Third, Vietnamese people is accustomed to face-saving culture. Fourth, Vietnamese people prefer the indirect communication style. Fifth, Vietnamese people prefer written document instead of oral agreement in contract. Sixth, Vietnamese people and firms prefer ADR to formal law.

• International Commerce and Information Review
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• v.17 no.3
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• pp.155-176
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• 2015

This study examines the close relationship between trust and global business negotiations. Kristen Blankley(2010) pointed out three level of trust impacting each negotiation stage: calculus-, knowledge-, identification-based trust. In this regard, the present study examines the relationship between each level of trust and the process of business negotiations by focusing on Canadians and Koreans who had business negotiation experience with Chinese counterparts. For Canadian respondents, calculus-based trust and identification-based trust didn't have significant effects on the negotiation atmosphere, whereas they did for Korean respondents. For Canadian respondents, knowledge-based trust had the greatest effect on each step of the business negotiation process.

• The KIPS Transactions:PartD
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• v.11D no.3
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• pp.731-740
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• 2004

In this paper we propose a fast negotiation agent system that guarantees the reciprocity of the attendants in a bilateral negotiation on the e-commerce. The proposednegotiation agent system exploits the incremental learning method based on an artificial neural network in generating a counter-offer and is trained by the previous offer that has been rejected by the other party. During a negotiation, the software agents on behalf of a buyer and a seller negotiate each other by considering the multi-attributes of a product. The experimental results show that the proposed negotiation system achieves better agreements than other negotiation agent systems that are operated under the realistic and practical environment. Furthermore, the proposed system carries out negotiations about twenty times faster than the previous negotiation systems on the average.

• Proceedings of the Korean Institute of Intelligent Systems Conference
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• 2008.04a
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• pp.266-267
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• 2008

We argue that agents may benefit from strategic ignorance in argumentation-based negotiation (ABN). We assume our agents are selfish, myopic, and residing in open systems. Some analytical results that can be used for designing agent reasoning on strategic ignorance are provided.

• Proceedings of the Korea Information Processing Society Conference
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• 2006.05a
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• pp.311-314
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• 2006

Our paper proposes an agent based automated negotiation model. The agents can perform an integrative negotiation with multi-issue in a one-to-many way. The negotiation protocol follows the offer-counteroffer principal, and an adapted offer generation strategy. With the utility theory, agent could evaluate the offers and determine the following actions. In order to yield a top-quality deal and shorten the negotiation period, agents propose multiple offers, which consist of a particular combination of issue values and lave the identical utility with the given utility. The experiment shows that the model ensures the participants could reach a better agreement in a short time.

• 한국IT서비스학회:학술대회논문집
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• 2008.11a
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• pp.175-178
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• 2008

With rapid advancement of IT and Internet technologies, online market is surely becoming a stage of the competition among various forms of platform providers. This study show the significance of the negotiation process in the platform pricing strategy and observe several external/internal factors that might affect the negotiation power of the identities surrounding the platform. Major theories used in this study are the resource-based-view and network theory. Resources resulting in a negotiation power of the content providers and platform providers turn out to be widely scattered in their business areas - from product characteristics to the size of the content provider. End-user (or buyer) group which cannot make a strategic move for the organized development and use of resources is taking advantage of network externalities to support its negotiation power.

• Proceedings of the Korea Inteligent Information System Society Conference
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• 2001.01a
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• pp.16-22
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• 2001

There is no doubt that agents play an increasingly predominant role in e-commerce, whether these are business-to-consumer or business-to-business applications. However most of the current e-commerce agents only support a single bid for a product at a fixed price. Although price is an important factor, it is not the only concern of both business and consumer. There is doubt as to whether such agents satisfv both parties. Negotiation on a variety of issues is needed in order to reach an agreement. In this paper, a computational agent negotiation(CAN) model is proposed to facilitate multiple-issue negotiation via an agent. The main contribution of the CAN model is it enables agent to participate actively in the negotiation with various feedback instead of simply an agreement or rejection.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2005.05a
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• pp.1117-1123
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• 2005

This paper deals with a new automated guided vehicle (AGV) control system for distributed control. Proposed AGV control system adapts the multi-agent technology. The system is composed of two types of controller: routing and order. The order controller is in charge of assignment of orders to AGVs. Through the bidding-based negotiation with routing controllers, the order controller assigns a new order to the proper AGV. The order controller announces order information to the routing controllers. Then the routing controllers generate a routing schedule for the order and make a bid according to the routing schedule. If the routing schedule conflicts with other AGV's one, the routing controller makes an alternative through negotiation with other routing controllers. The order controller finally evaluates bids and selects one. Each controller consists of a set of agents: negotiation agent, decision making agent and communication agent. We focus on the agent architecture and negotiation-based AGV scheduling algorithm. Proposed system is validated through an exemplary scenario.