• Journal of the Korean Institute of Intelligent Systems
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• v.14 no.3
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• pp.342-348
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• 2004

As the advent of the Internet, B2B negotiation process on the Internet has been given attention from both researchers and practitioners. However, literature still shows that only structured conditions have been explicitly considered, despite the fact that unstructured conditions should be rendered as well. In this sense, this paper proposes a new negotiation support mechanism to incorporate causal relationships between structured and unstructured conditions in the process of B2B negotiation. Fuzzy cognitive map was used as a main source of causal knowledge as well causal inference engine. A prototype named CAKES-NEGO was developed to perform experiments with an illustrative example. Results revealed the robustness of our proposed negotiation support mechanism.

• International Commerce and Information Review
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• v.11 no.2
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• pp.329-342
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• 2009

The purpose of this study was to identify the issues which how situational constraints of negotiation affect outcomes. To achieve the purpose of this research, a multiple regression model was set up to identify the relationships between situational constraints of negotiation and negotiation outcome on international trade contracts. To implement the study, empirical questionnaires were collected from Korean business men who have actually conducted international trade with foreign firms. Reliability analysis and factor analysis were used to assess the reliability and validity of research variables. and multiple regression analysis were used for testing the relationships between situational constraints of negotiation and negotiation outcome. From this study, following results were identified; i) situational constraints of negotiation effects on negotiation outcomes ii) arbitrary and continuous situations affect significantly positive on negotiation outcomes iii) submissive situations affect significantly negative effects on negotiation outcomes In conclusion, participant of negotiation and their managers try to promote negotiation situation toward to arbitrary and continuous situations if they have any availability.

• Journal of the Korean Institute of Intelligent Systems
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• v.12 no.4
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• pp.347-352
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• 2002

This paper propose the Fuzzy AHP(Analytic Hierarchical Process)-based negotiation support (FAHP-NEGO) mechanism to support the dynamic negotiation process in Electronic Commerce(EC). Negotiation is a form of decision-making with two or more actively involved agents who can not make decisions independently, and therefore must make concessions to achieve a compromise. Having concerned that point, the theoretical framework of FAHP-NEGO mechanism is presented by means of fuzzy membership functions and AHP. This mechanism encompasses both qualitative and quantitative conditions, and the use of multiple negotiation procedures for solving the electronic negotiation problem, adjusting the fuzzy membership function, and restructuring the problem representation. A hypothetical example of a healthcare products purchase is given to illustrate the quality of the proposed mechanism. The results showed that the Fuzzy AHP-based negotiation support mechanism could reflect both qualitative and quantitative conditions in EC. The implications of the study for future directions of research on electronic negotiation support modeling and systems are presented.

• The Transactions of the Korea Information Processing Society
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• v.6 no.11S
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• pp.3299-3308
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• 1999

One of the most important prerequisites for a successful software process is the collaboration and software requirements negotiation of all stakeholders in the software development process. Remote users using computer networks can negotiate software requirements by computer supported system, and can share their informations. The goal of software requirements negotiation system is an integration of all win conditions and an agreement after resolution of conflicts. The existing systems need an exclusive system and must be dependent on specific platform and network. Users must have the knowledge of all stakeholder's status and use homogeneous collaborating applications. This paper presents the Web-based software requirements negotiation system for the purpose of resolution of the existing systems' problems. The Web-based software requirements negotiation system can be driven by WinWin Spiral model, and it is based on hybrid execution method. The proposed system is validated and tested on heterogeneous environments.

• Journal of KIISE:Software and Applications
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• v.26 no.1
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• pp.118-118
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• 1999

In this paper, we propose an agent negotiation algorithm of an intelligent agent system for an active and adaptive multimedia data services in the distributed environment. We describe theEARTS-II system that performs automatic job seeking and job offering operations using intelligentagents without user's intervention. EARTS-II offers best candidate lists as the results to usersthrough negotiation among agents considering conditions given by the users. And according to theresults, the EARTS-II supports real processes of employment, The negotiation algorithm tries tosatisfy all agents in the job market. To test the performance of the algorithm, simulation results arepresented.

• Proceedings of the Korean Society of Precision Engineering Conference
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• 2002.10a
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• pp.636-640
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• 2002

In contrast to conventional CNC, PC-NC opens a new era for machine tools to be more intelligent. For instance, machine tool with PC-NC can be a machine agent system with capability of reacting autonomously to changing operating conditions. This paper introduces a concept of intelligent machine agent system, composed of machine agent and cell manager. Machine agent performs the functions such as process monitoring, diagnosis, maintenance management, condition assessment and schedule negotiation, while cell manager coordinates the negotiation process among multiple machine agents.

• Journal of Korean Institute of Industrial Engineers
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• v.34 no.3
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• pp.355-361
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• 2008

Technology developers in academia tend to be short of professional knowledge and recognition of technology transfer strategies. It is even severe in Korea where the concept of employee's invention has just started to effect in academia. Wasteful contract negotiation disputes cannot only be painful but also can hamper better invention. The main purpose of this paper is to design guidelines for an optimal contract strategy for technology transfer from the perspective of the technology developer in academia, the intermediary and the receiver. Applying conjoint analysis, this study shows not only the relative importance of the attributes related to the technology transfer contract but also the most important conditions of the contract. It is expected that this study may improve the efficiency of technology transfer activities in academia in Korea.

• Journal of KIISE:Software and Applications
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• v.31 no.3
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• pp.308-316
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• 2004

This paper proposed mediator agent system that guarantees reciprocity to attendances in bilateral negotiations for electronic commerce that is different from regular commercial transactions. The optimal agreement was supposed to provide the total maximum profits and the minimum difference in profits of both attendances in negotiations. In the mediator agent system, mediator agent conducted the negotiations considering multi attributes of product and Multi Attribute Utility Theory(MAUT) was applied to evaluate the profits of buyer and seller. 1'he negotiation model in mediator agent system was transformed into linear programming according to the information of bargain for attendances in negotiations. In order to compare with mediator agent system under the same conditions of reciprocity, another negotiation agent system was implemented using trade-off mechanism that is an algorithm for agent interactions in negotiation. The negotiation agent system using trade-off mechanism did not guarantee the optimal agreement, whereas mediator agent system provided attendances in negotiations with optimal agreement rapidly in comparison with trade-off mechanism.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 1999.04a
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• pp.209-210
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• 1999

In the case of paper plant engineering company, one of the most important critical problems is to accurately estimate the cost and the delivery time of the project. This is necessary for the company to win a bidding and to have some room for negotiation. Moreover, the company needs to have time to process all the relevant informations to make timely response to, and deal with the changing conditions of the bidding environments as quickly as possible. One of the popular methodology dealing with this kind of situation is an effective "decision support system," and may researches are currently been done on this subject. In this article, and effective decision support system is developed which can provide automatic delivery time and cost estimates from which plant engineering company may be benefited.

• English Language & Literature Teaching
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• v.9 no.spc
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• pp.1-17
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• 2003

This paper aims to propose that Problem-Based Learning (PBL) is a method that can help meet the conditions in language learning and instruction. PBL was first used in medical education, where learners engaged in problem-solving activities that reflect the demands of real-life professional practice, thus promoting critical thinking in the content domain. The paper proposes that by applying PBL in language learning and creating situations in which learners work collaboratively on problems, the learners benefit in two respects: (i) they have the opportunity to practise the kind of thinking skills and problem-solving strategies needed in real life, and (ii) they engage in purposeful language activity with others through discussion and negotiation. The paper first provides a theoretical rationale far the use of PBL in language learning and suggests attendant changes in the role of a language instructor in a PBL context. The paper then presents an outline of the stages and components needed in designing an online PBL Unit far use in an undergraduate language class.