Showing papers by "Gregory E. Kersten published in 2010"
Book•
03 Dec 2010
TL;DR: In this paper, the authors explore the use of decision support systems in the context of sustainable development and provide a reference text for managers, government officials, and information professionals in developing countries.
Abstract: In recent years, much work has been done in formulating and clarifying the concept of sustainable development and related theoretical and research issues. Now, the challenge has shifted to designing and stimulating processes of effective planning and decision-making, at all levels of human activity, in such a way as to achieve local and global sustainable development. Information technology can help a great deal in achieving sustainable development by providing well-designed and useful tools for decision makers. One such tool is the decision support system, or DSS. This book explores the area of DSS in the context of sustainable development. As DSS is a very new technique, especially in the developing world, this book will serve as a reference text, primarily for managers, government officials, and information professionals in developing countries. It covers the concept of sustainable development, defines DSS and how it can be used in the planning and management of sustainable development, and examines the state of the art in DSS use. Other interested readers will include students, teachers, and analysts in information sciences; DSS designers, developers, and implementors; and international development agencies.
72 citations
01 Jan 2010
TL;DR: This chapter provides a historical overview of software used in conducting negotiations and aiding negotiators, and reviews and analyses several e-negotiation systems used in business and academia, including negotiation software platforms used in supply chain systems as well as in research and training.
Abstract: Electronic negotiations are conflict management and resolution processes conducted on the internet and supported with software. This chapter provides a historical overview of software used in conducting negotiations and aiding negotiators. It recognizes the contributions to the design of negotiation models and systems coming from management science, engineering and management information systems as well as the more recent ones coming from psychology, communication research (see the chapter by Schoop, this volume) and computer science (see the chapter by Sycara and Dai, this volume). Special attention is given to the relationship between the design and engineering of e-negotiation systems and the socio-psychological and anthropological aspects of negotiations that involve people. The discussion on e-negotiation systems and processes is grounded in negotiation process models (see the chapter by Koeszegi and Vetschera, this volume), e-negotiation taxonomy, exchange mechanism design, and protocol theory. The chapter reviews and analyses several e-negotiation systems used in business and academia, including negotiation software platforms used in supply chain systems as well as in research and training.
23 citations
TL;DR: The results showed that language familiarity has a greater effect on the buyer than on the seller, and only negotiation self-efficacy affects e-negotiation communication efficiency and effectiveness, both of which increase online persuasion behavior.
15 citations
05 Jan 2010
TL;DR: A multi-attribute two-party contract e-negotiation was conducted in a controlled laboratory environment and the results indicate that the effectiveness of analytical support depends on the elicitation of the numerical preference values.
Abstract: Decision support and the impartation of the principal's preferences to the agent may influence the negotiation outcome. A multi-attribute two-party contract e-negotiation was conducted in a controlled laboratory environment. The results indicate that the effectiveness of analytical support depends on the elicitation of the numerical preference values. When preference information is transmitted in qualitative terms to the negotiation agents, analytical support may be counterproductive.
6 citations
04 Jun 2010
TL;DR: The project aimed at building a model for prediction of the next offer by a negotiator's counter-part was described, and the findings supported the anticipation of the effectiveness of offer prediction.
Abstract: Electronic Negotiation Systems (ENS) allow conducting negotiations by parties over the internet When equipped with analytical tools they also provide means of decision support for the negotiators in analyzing the offers received and preparing new offers One possibility to enhance the decision support capabilities in ENS is by providing a model for prediction of the next offer by a negotiator's counter-part This paper describes the project aimed at building such a predictive model The model had been built initially based on a specific negotiation case using the extensive database of past negotiations conducted through the “Inspire” ENS The findings supported our anticipation of the effectiveness of offer prediction