• 한국정보시스템학회:학술대회논문집
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• 한국정보시스템학회 2003년도 춘계학술대회
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• pp.1-20
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• 2003

In this research, we developed a Multi-Agent based Negotiation Support System to be able to increase the competitive power of a company in dynamic environment and correspond to various orders of customers by diffusion of electronic commerce. The system uses the agent technology that is being embossed as new paradigm in dynamic environment and flexible system framework. The multi-agent technology is used to solve these problem through cooperation of agent. The system consists of six sub agents: mediator, manufacturability analysis agent, process planning agent, scheduling agent, selection agent, negotiation-strategy building agent. In this paper, the proposed Multi-Agent based Negotiation Support System takes aim at the automation of transaction process from ordering to manufacturing plan through the automation of negotiation that is the most important in order-taking transaction.

• 한국정보시스템학회지:정보시스템연구
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• 제21권3호
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• pp.99-116
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• 2012

As a way to allocate lots of orders to many participants for vehicle allocation problem, this study has used an agent negotiation based reverse auction model. This agent negotiation provides coordination functions allowing all participants to make a profit, and accomplishing Pareto optimum solution from the viewpoint of a whole trucking cargo transportation network. In order to build a strategic cooperation relationship based on information sharing, this agent negotiation provides a coordination mechanism in which all the participants including consignors, brokerage firms, and car owners are able to attain their own profits, and also that ensure a competitive market. This study has tried to prove that the result of an agent-based negotiation is the Pareto optimal solution under the present market environment. We established a mathematical formulation for a comparison with the Integer Programming model, and analysing e-Marketplace, structure of shipping expenses and brokerage system in the trucking cargo transportation industry.

• 통상정보연구
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• 제10권1호
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• pp.295-314
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• 2008

I compared trade structure and competitiveness by sector using industrial classification in UN Comtrade data and SITC. Based on the comparison, I calculated market share, export competitions, RCA, and TSI. and then selected sensitive industries based on competitiveness, and identified the ZOPA and our BATNA. These calculations confirmed the industries damaged by FTA and those benefiting from the FTA between Korea and Japan, the study them developed strategies for VIA negotiation. It is to minimize damages to Korean economy and to maximize benefits from the agreement. The negotiation plan allowed an adjustment period for industries, for which damages are expected, by setting a long grace period before implementing tariffs. Based on the negotiation plan made through economic analysis, I intend. contribute to more efficient promotion of negotiation by extracting the optimal FFA negotiation plan for each manufacturing industry.

• 한국생활과학회지
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• 제17권6호
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• pp.1093-1103
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• 2008

The purpose of this study is to investigate low- and middle-income preschoolers' pretend negotiation. Pretend negotiation of 78 five-year-old children were analyzed by children's sex and their socioeconomic status. Dyads were participated in social pretend play session during 20 minutes. The play session was videotaped and the videotaped data were transcribed. Each transcript was analysed according to the modified version of Howe et al. (1998)'s coding schemes. Results showed that children from middle-income families were higher in directive and responsive pretend negotiation than children from low-income families. And girls from middle-income families were higher in pretend negotiation (play role) than girls from low-income families.

• 한국중재학회지:중재연구
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• 제23권2호
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• pp.115-139
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• 2013

In the area of legal studies, negotiation can be taught as a profession skill in legal matters such as making negotiating a contract or resolving disputes including alternative dispute resolution. Given recent changes in the legal services market such as the opening of the market, expected higher competition in the legal profession and a high expectation for lawyers' role in society, negotiation skills are an important element of legal expertise that should be developed in law schools. The main purpose of negotiation training should be to make law school students aware of their role as lawyers to help their clients resolve their problems using their legal expertise and negotiation skills in an appropriate and effective way.

• 아동학회지
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• 제25권3호
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• pp.27-39
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• 2004

This study was to find out children's Negotiation Levels(NLs) according to their age and gender. The subjects for this study were 143 children of 7, 9, 12 years. Two children dyads participated in the experimental play situation with Rokenbok Electronic Toy Systems. The NLs in children's interactive dialogue & actions were scored with Stone, Robinson & Taylor(1980)'s 'Negotiation of Task Completion Coding Manual'. They were coded into Level 0(no interaction), Level l(one way interaction), Level 2(reciprocally interaction), Level 3(mutual or cooperative interaction). The results were as follows; 1) 12-year-old children negotiated with higher level than 7-and 9-year old children 2) Boys' NLs average were higher than girls'. These results imply that 1) the fluctuation of NLs in childhood, especially around 10 years, should be interpreted carefully, 2) various measuring kits for negotiation should be developed considering children's characteristics, such as age, gender etc.

• 정보처리학회논문지B
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• 제10B권1호
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• pp.21-26
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• 2003

인간의 협동적인 활동에서 협상은 협동적인 행위를 방해할 수 있는 충돌을 해결하는데 중요한 역할을 담당한다. 이를 위해 멀티 에이전트 시스템에서의 협상이 공통의 에이전트 통신 언어를 사용하는 메시지의 교환을 통해 진행한다고 가정한다. 본 논문에서는 자율적이고, 자기 목표에 충실하면, 한정된 자원을 가진 BDI 에이전트를 위한 합리적인 협상 메타 언어를 가정한다. 또한 에이전트의 정신적인 상태에 바탕을 두고 통신하는 BDI 에이전트를 위한 협상 프로토콜을 제안한다.

• 한국산업정보학회논문지
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• 제10권3호
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• pp.21-29
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• 2005

대부분의 자동협상시스템은 협상의 진행과정에 있어 협상자의 제안에 의존적이라 할 수 있다. 특히 협상속성에 대한 선호도, 평가함수 그리고 협상전략 등은 협상자에 의해 협상라운드마다 다양하게 변화하게 되고 이러한 특징은 협상의 수정제안 생성에 영향을 미치게 된다. 따라서 본 연구에서는 협상자의 참여를 최소화하는 자동협상방법론 및 협상 모델을 제안하였다. 협상자의 참여를 최소화하기 위하여, 협상자의 속성에 대한 선호도는 판매자와 구매자의 제안값에 대한 비율에 의해 예측되었으며, 협상자의 평가함수는 각 협상라운드마다 최소자승법을 통하여 예측한 후, 결정계수($R^2$)값에 의해 평가함수가 선택되도록 하였다. 또한 본 연구에서는 예측된 속성에 대한 선호도와 평가함수를 이용하여 최적 수정 제안을 유전알고리즘을 이용하여 생성하였다.

• 통상정보연구
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• 제12권2호
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• pp.409-438
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• 2010

According to Sun Tzu's Art of War, "if you know yourself and your enemy you win hundred battles out of a hundred." This is also apply for international business field. International business negotiation will not be failed if you know counter party's behavior and understand their culture and customs. The cooperative approach is known as interest-based negotiation. Interest-based negotiation is particularly effective in a global business characterized by diversity. We often need to reach agreement with people who are different from us - culturally, ethnically, or economically. If we cannot get beyond the differences, they can create obstacles to agreement. To do this, we need to focus on the interests of the parties instead of on the parties' differences. Every culture has their own distinctive feature that the people from outside seems not understand but they must have the optimistic attitude which complies with. The purpose of this paper, from the point of view above, is to examine cultural differences that could make sure comparative advantage in business negotiation of the enterprises who eager to expand their market or to invest internationally. This paper especially shows cultural deferences among Korea, China and Japan in terms of business we must consider.

• 한국경영과학회:학술대회논문집
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• 대한산업공학회/한국경영과학회 2004년도 춘계공동학술대회 논문집
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• pp.467-470
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• 2004

MANPro-based control is a novel control paradigm aimed at intelligent manufacturing systems on the basis of mobile agent-based negotiation process (MANPro). MANPro is a negotiation mechanism based on the agent-based control architecture and, especially, it adapts a mobile agent system called N-agent for the negotiation process. N-agent travels around the network of distributed manufacturing systems to acquire information, and it makes a decision for system control according to the obtained information. MANPro includes communication architecture and information architecture for intelligent shop floor control. MANPro also considers the following issues: (1) negotiation mechanism, (2) single-agent internal strategic policies, and (3) information model. Communication architecture concerns the first issue of the negotiation mechanism. It provides information exchanging mechanism with functional modules. In specific, N-agent is equipped with an intelligent reasoning engine with a built-in knowledge base. This reasoning engine is closely related to the single-agent internal strategic policies of the second issue. Finally, ontology-based information architecture addresses information models and provides a framework for information modeling on negotiation. In this paper, these three issues are addressed in detail and a framework of MANPro-based control is also proposed.