Models for Human Negotiation Elements: Validation and Implications for Electronic Procurement

Even though procurement processes have a significant negotiation element in them, there is a paucity of research relating to the incorporation of quantitative models of negotiation into procurement systems. In this paper, we first outline multiattribute modeling approaches for three negotiation elem...

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Bibliographic Details
Published inIEEE transactions on engineering management Vol. 58; no. 3; pp. 412 - 430
Main Authors Sundarraj, R. R., Mok, Wilson Wai Ho
Format Journal Article
LanguageEnglish
Published New York IEEE 01.08.2011
The Institute of Electrical and Electronics Engineers, Inc. (IEEE)
Subjects
Analytical hierarchy process (AHP)
Analytical models
buyer-supplier negotiation
Computer simulation
Data models
Decisions
Electronic procurement
electronic-negotiation system
Electronics
Engineering management
Government
Human
Humans
multiattribute models
negotiation
Negotiations
Performance evaluation
Procurement
Simulation
Studies
Supply chains
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Summary:Even though procurement processes have a significant negotiation element in them, there is a paucity of research relating to the incorporation of quantitative models of negotiation into procurement systems. In this paper, we first outline multiattribute modeling approaches for three negotiation elements that play a prominent role in procurement decisions. We then develop hypotheses from the literature on human negotiation, and use over 180 000 simulations to evaluate the performance of our models with respect to these negotiation characteristics. Our models and simulations have implications for electronic procurement.
Bibliography:ObjectType-Article-2
SourceType-Scholarly Journals-1
ObjectType-Feature-1
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ISSN:0018-9391
1558-0040
DOI:10.1109/TEM.2010.2058856