• 산업경영시스템학회지
• /
• 제29권2호
• /
• pp.20-30
• /
• 2006

Due to recent growing interest in autonomous software agents and their potential application in areas such as electronic commerce, the autonomous negotiation become more important. Evidence from both theoretical analysis and observations of human interactions suggests that if decision makers have prior information on opponents and furthermore learn the behaviors of other agents from interaction, the overall payoff would increase. We propose a new methodology for a strategy finding process using data mining in autonomous negotiation system; ANSIA(Autonomous Negotiation System using Intelligent Agent). ANSIA is a strategy based negotiation system. The framework of ANSIA consists of three component layers; 1) search agent layer, 2) data mining agent layer and 3) negotiation agent layer. ANSIA is motivated by providing a computational framework for negotiation and by defining a strategy finding model with an autonomous negotiation process.

• 대한산업공학회지
• /
• 제27권2호
• /
• pp.214-225
• /
• 2001

This research deals with an off-line learning method targeted for systematically constructing negotiation strategies in automated electronic commerce. Single-issue negotiation is assumed. Variants of competitive learning and hierarchical clustering method are devised and applied to extracting negotiation strategies, given historical negotiation data set and tactics. Our research is motivated by the following fact: evidence from both theoretical analysis and observations of human interaction shows that if decision makers have prior knowledge on the behaviors of opponents from negotiation, the overall payoff would increase. Simulation-based experiments convinced us that the proposed method is more effective than human negotiation in terms of the ratio of negotiation settlement and resulting payoff.

• 무역상무연구
• /
• 제66권
• /
• pp.191-218
• /
• 2015

This research is, first of all, a theoretical study concerning 'conflict.' Only then, we could obtain ways in which we manage and resolve various problems arising from conflicts in business between Korean and Chinese companies. In doing this, we also tried to grasp cultural characteristics, or factors, in Chinese ways of carrying out negotiations that lead to conflicts with us. On the basis of these preliminary considerations, we developed practical techniques of conflict management and types of negotiation strategy. We thereby could suggest broader strategic implications for better performance in international business. Concretely, this research investigates techniques of conflict management and types of negotiation strategy. For such techniques and types, we suggest, (1) Sharing technique or reconciliatory compromising negotiation and its compromise strategy, (2) collaborative technique or cooperative negotiation and its win-win strategy, (3) competitive technique or competitive negotiation and its profit-seeking attack strategy, (4) accommodative technique or receptive negotiation and its relation-maintaining yield strategy, (5) avoidant technique or evasive negotiation and its indifference-showing avoidance strategy. This research contributes to promote understanding on negotiation culture of chinese corporate. and we provide the guideline of the conflict management and the insight for the efficiency strategy of chinese business negotiation. But, empirical data and statistical examinations should be added to our present research for the future prospective ones.

• 한국IT서비스학회지
• /
• 제7권2호
• /
• pp.1-12
• /
• 2008

The development of IT and explosively growing number of Internet users are rapidly spreading and developing e-commerce, while creating diverse on-line transaction methods such as a negotiation, a reverse auction, and a bid. Among these transaction methods, the transactions by means of a negotiation are being made for goods that have no posted price. In particular, the transactions by means of a negotiation are expected to be widely used in the B2B. In order to determine their transportation costs, shippers usually make negotiations with many transporters and logistics companies. And before long, these negotiations are expected to be made on an on-line automated negotiation system. Because of this, this study has tried to develop an automated negotiation methodology that is absolutely necessary for an on-line automated negotiation. This study has estimated and selected the evaluation functions for multi-lateral negotiators' proposals, thus developing an automated negotiation methodology. As a result of this study, a new direction for an automated negotiation has been suggested. Also we expect that this study will be widely used in the automated negotiation of diverse fields.

• 통상정보연구
• /
• 제11권3호
• /
• pp.287-309
• /
• 2009

There were many changes regarding Negotiation of document under UCP 600. First of all, the definition of Negotiation was changed. The UCP 500 stated "Negotiation means the giving of value for drafts and documents by the bank authorized to negotiation", but the UCP 600 defines "negotiation" as following "negotiation means the purchase by the nominated bank of drafts and/or documents under a complying presentation". Under the UCP 600 the meaning of negotiation was more clear than UCP 500. Second UCP 600 permits all deferred payment credits be discountable or negotiable. This amended rule equated the deferred payment credit with banker's acceptance credit which was contrary with the nature and the practice of former deferred payment credit transaction. Third, UCP 600 has also provided for reimbursement rights for nominated banks and a conceptual basis for protecting nominated banks against beneficiary fraud. In this paper, the problems regarding negotiation of document under UCP600 was studied and the solutions for the problems occurring in appling UCP 600 in practical field was provided.

• 산업공학
• /
• 제18권1호
• /
• pp.44-51
• /
• 2005

The rapid expansion of the Internet-related technology has changed the current commercial transaction process. In the physical commercial transaction, most deals are accomplished through the negotiation process except a fixed price system. Thus, the negotiation is essential to conclude the business transactions. Especially, under the e-commerce environment, an automated negotiation system is necessary to respond quickly and flexibly to the diverse environmental changes and also to perform negotiations consistently and effectively. To this end, we develop an automated negotiation system using multi-agent technology. This new system includes such functions as creating negotiation proposals automatically, evaluating the counterpart’ proposals, and preparing counter offers.

• 대한토목학회논문집
• /
• 제34권3호
• /
• pp.955-963
• /
• 2014

본 연구의 목적은 제주도정에 협상기법을 도입함으로써 도로신설 혹은 확장과정에서 나타나는 갈등의 문제를 기능적으로 해결할 수 있는 기법을 찾기 위한 것에 있다. 제주특별자치도 서귀포시 중정로 도시계획선관련한 사례를 가지고 협상측면에서 분석을 하였다. 2011년 2월 부터 12월 사이에 있었던 중정로 추진활성화위원회가 펼친 협상과정을 사례로 하였다. 사례분석을 통해서 얻게 된 협상과정상의 문제점을 해결하고 행정전반적인 체계에서 협상관련 개념이 정착되는 시스템을 구축하기 위한 방안을 제시했다. 첫째, 협상관리팀을 도청내에 구성하고 전방위적 지원을 해야 한다는 것이다. 둘째, 협상팀이 구성되면 협상팀의 결정에 권한을 부여해주는 절차가 필요하다는 것을 제안했다. 셋째, 협상과정을 원만히 수행하기 위해서 그라운드 룰을 규정하고 철저히 지키도록 해야 한다는 것이다. 넷째, 제주특별자치도내에 협상진료팀(negotiation clinic team)을 구성하여 운영할 필요가 있다는 것을 제안하였다. 다섯째, 협상에 대해 학습할 수 있는 협상학교를 인재개발원내에 두는 것을 제안했다. 여섯째, 관료들의 경우 협상당사자로서 역할을 긍정적으로 수행했을 때는 보상체계를 확립하여 보상을 할 수 있도록 제안하였다. 일곱째, 행정전반에 협상이라는 개념이 스며들 수 있도록 하자는 제안을 하였다.

• 통상정보연구
• /
• 제14권3호
• /
• pp.429-451
• /
• 2012

본 논문에서는 국제통상 협상에서 마키아밸리즘, 이상주의, 기회주의 등의 개인적 특성과 법률시스템, 조직의 목표 등 환경적 요인 등이 비윤리적 협상행위에 대한 결정요인으로서 영향을 미치는지에 대한 여부를 실증분석 하였다. 분석결과에 의하면 마키아밸리즘과 이상주의는 부적절한 정보수집과 같은 비윤리적 협상전략과 관련이 있는 반면에 기회주의는 영향이 없는 것으로 확인되었으며, 엄격한 법집행이 전제되지 않은 현행 법률 시스템 하에서는 비윤리적 협상전술을 사용하려는 의도가 높게 나타났으나, 조직의 목표 달성을 위해 비윤리적 협상전술 사용하려는 의도를 낮게 나타난 것이 특징이다. 따라서 국제 협상시 상대방의 비윤리적 협상전술 사용을 억제하고 비윤리적 협상위험을 줄이기 위해서는 상대방 국가 협상자의 협상행위 특징을 파악하고, 양쪽 문화에 익숙한 협상 자문사를 고용하는 것이 보다 안전한 협상이득을 얻을 수 있는 방안이라 사료된다.

• 한국건설관리학회논문집
• /
• 제10권4호
• /
• pp.3-13
• /
• 2009

BTL 사업 추진 시 협상단계는 시설, 운영, 재무분야 등 성과요구수준서의 준수 및 반영여부를 겸토하고 그 수위를 확정하여 실시협약에 이르게 하는 단계로써 사업추진 전 과정에서 차지하는 비중과 중요성이 매우 높다고 할 수 있다. 그러나 국내 BTL사업 추진 시 협상에 관한 일관적 지표나 협상 후 성과를 측정하기 위한 표준화된 지표가 기준이 제시되어 있지 않아 시간적 낭비요인의 발생과 더불어, 기술 및 품질 가격 등 협상수위 및 결과에 대한 평가가 모호한 실정이다. 이에 본 연구에서는 협상 후 성과를 객관적으로 평가 검증하기 위한 방안 제시의 일환으로 VE(가치공학)기반 협상수행 성과평가 절차 및 지표를 제시하고자 하였다. 이를 위하여 문화시설 BTL사업을 대상으로 협상 시 고려해야 하는 항목을 6영역, 38분야, 135항목으로 분류하고 가중치를 분석하여 정량화된 평가 지표를 구축하였고, 이를 바탕으로 협상성과를 측정할 수 있는 지표을 제시하였다. 본 연구의 결과는 협상참여자에게 BTL사업 협상 전 중점 검토사항의 파악과 협상 중 피드백의 지표 및 협상 후 성과평가의 척도가 될 수 있을 것으로 판단된다.

• 유통과학연구
• /
• 제15권6호
• /
• pp.37-46
• /
• 2017

Purpose - The paper aims to propose an optimization model for supporting the buyer-seller negotiations. We consider the price, quality, and delivery as evaluation criteria, also recognized as objectives for negotiation. Research design, data, and methodology - The methodology used in this paper involves the input-oriented DEA with the inverse optimization. Under the existence of several potential suppliers, the price would be considered to be the decision variable to conclude the negotiation so as to meet the desired level of the quality and delivery. The data set for six suppliers with three criteria is examined by the proposed approach. Results - We present the decision aid model by displaying the price spectrum as the changes of desired output levels. It overcomes the shortcomings from previous researches mainly based on the discrete types of scenario generations. This approach shows that the obtained results help the buyer understand the trade-offs between price and performance when he/she considers the negotiation. Conclusions - The paper contributes to the numerical models for buyer-supplier negotiation in that the model for the supplier evaluation and selection is closely linked with the model for negotiation. In addition, it eliminates the unrealistic negotiation strategy, and provides the negotiation strategies that the buyer would not shift the burden on suppliers by maintaining the current efficiency.