A Language-Action Approach to Electronic Negotiations

The current state-of-the-art in electronic negotiations shows a focus on the trade of standardised mostly inexpensive products in fixed networks of suppliers and customers. To overcome these shortcomings, the goal must be to enable the trade of complex and valuable goods and to support many-to-many marketplace for that purpose. Once valuable goods are concerned, the trade process involves negotiations which consist of a number of communicative exchanges. The Language-Action Perspective has proved to be relevant for the analysis and modelling of communication acts. We will show that a LAP approach is indeed useful as the basis for complex negotiations but only if combined with other theoretical and conceptual foundations.

[1]  A. Koller,et al.  Speech Acts: An Essay in the Philosophy of Language , 1969 .

[2]  P. Gulliver.  Disputes and Negotiations: A Cross-Cultural Perspective , 1979 .

[3]  Terry Winograd,et al.  Understanding computers and cognition - a new foundation for design , 1987 .

[4]  F. C. P. Motta.  The theory of communicative action , 1991 .

[5]  L. Suchman.  Do categories have politics? The language/action perspective reconsidered , 1993 .

[6]  J.L.G. Dietz,et al.  Business modelling for business redesign , 1994, 1994 Proceedings of the Twenty-Seventh Hawaii International Conference on System Sciences.

[7]  Andrew Whinston,et al.  Electronic Commerce: A Manager's Guide , 1997 .

[8]  Robert D. Macredie.  Mediating Buyer-Seller Interactions: The Role of Agents in the Web Commerce , 1998, Electron. Mark..

[9]  Ronald M. Lee.  Towards Open Electronic Contracting , 1998, Electron. Mark..

[10]  Ook Lee,et al.  Negotiation and Contract through E-mail , 1998, Electronic Markets.

[11]  Andrew B. Whinston,et al.  A Formal Basis for Negotiation Support System Research , 1998 .

[12]  Yufei Yuan,et al.  A Web-Based Negotiation Support System , 1998, Electron. Mark..

[13]  Pattie Maes,et al.  Agents that buy and sell , 1999, CACM.

[14]  Gregory E. Kersten,et al.  WWW-based negotiation support: design, implementation, and use , 1999, Decis. Support Syst..

[15]  Katarina Stanoevska-Slabeva,et al.  Electronic Contracting in elektronischen Märkten , 2000 .

[16]  Rebecca Angeles,et al.  Revisiting the role of Internet‐EDI in the current electronic commerce scene , 2000 .

[17]  Ralf Peters,et al.  Elektronische Märkte und automatisierte Verhandlungen , 2000, Wirtschaftsinf..

[18]  Birgit Pfitzmann,et al.  SEMPER - Secure Electronic Marketplace for Europe , 2000, Lecture Notes in Computer Science.

[19]  Martin Bichler,et al.  A roadmap to auction-based negotiation protocols for electronic commerce , 2000, Proceedings of the 33rd Annual Hawaii International Conference on System Sciences.

[20]  Gregory E. Kersten,et al.  Are All E-Commerce Negotiations Auctions? , 2000, COOP.

[21]  H. Buhl,et al.  Information Age Economy , 2001 .

[22]  Kai Riemer,et al.  Roles and Trust in Interorganizational Systems , 2001 .

[23]  James A. Hendler,et al.  The Semantic Web" in Scientific American , 2001 .

[24]  Information Age Economy: 5. Internationale Tagung Wirtschaftsinformatik 2001, Augsburg, Germany , 2001, Wirtschaftsinformatik.

[25]  Mareike Schoop,et al.  To Monitor or Not to Monitor - The Role of Trusted Third Parties in Electronic Marketplaces , 2001, Wirtschaftsinformatik.

[26]  Christoph Quix,et al.  DOC.COM: a framework for effective negotiation support in electronic marketplaces , 2001, Comput. Networks.

[27]  F. Dignum,et al.  Agent Mediated Electronic Commerce: The European AgentLink Perspective , 2001 .

[28]  Mareike Schoop,et al.  An introduction to the language-action perspective , 2001, SIGG.

[29]  Martin Bichler.  BidTaker: An Application of Multi-Attribute Auction Markets in Tourism , 2001, Wirtschaftsinformatik.

[30]  J. van Leeuwen,et al.  Agent-Mediated Electronic Commerce III , 2001, Lecture Notes in Computer Science.

[31]  Michael Rebstock,et al.  Elektronische Unterstützung und Automatisierung von Verhandlungen , 2001, Wirtschaftsinf..

[32]  Frank Dignum,et al.  Agents, Markets, Institutions, and Protocols , 2001, AgentLink.

[33]  Mark Klein,et al.  Towards High-Precision Service Retrieval , 2002, SEMWEB.

[34]  Mareike Schoop,et al.  Electronic Markets for Architects—The Architecture of Electronic Markets , 2002, Inf. Syst. Frontiers.

[35]  Michael Ströbel,et al.  An XML schema representation for the communication design of electronic negotiations , 2002, Comput. Networks.

[36]  Ian Horrocks,et al.  Querying the Semantic Web: A Formal Approach , 2002, SEMWEB.

[37]  The atoms, molecules and matter of organizations , 2002 .

[38]  Hans Weigand,et al.  B2B Negotiation Support: The Need for a Communication Perspective , 2003 .

[39]  Gerhard Lakemeyer,et al.  Continuous requirements management for organisation networks: a (dis)trust-based approach , 2003, Requirements Engineering.

[40]  Lucy A. Suchman,et al.  Do categories have politics? , 1993, Computer Supported Cooperative Work (CSCW).

[41]  Mark Klein,et al.  Massachusetts Institute of Technology Abraham Bernstein University of Zurich Toward High-Precision Service Retrieval , 2022 .

[42]  Carles Sierra,et al.  Agent-Mediated Electronic Commerce , 2004, Autonomous Agents and Multi-Agent Systems.

[43]  Mike Robinson,et al.  Double-level languages and co-operative working , 2005, AI & SOCIETY.