Commitment-based approach to categorizing, organizing and executing negotiation processes

Abstract

In the current research and development of e-commerce systems, the negotiation process and the enforcement/execution of the results of the negotiation process are often treated as separated business activities. The separation creates an integration problem because these activities should be integral parts of most business transactions. In this paper, we have proposed an approach to categorizing, organizing, and executing negotiation results through business commitments. First, we classify negotiation attributes into 5 categories based on the 5 key elements of news reports. Second, we propose a category-based negotiation process that would allow negotiators to simultaneously bargain on negotiation attributes within an attribute category, and categories of negotiation attributes can be negotiated either sequentially or in parallel. Third, we have described the approach to convert these negotiation attributes into business commitments that are executable in a management platform.