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E-Business Process Negotiation : Formal Requirements for Strategy Support


  • Shazib E. Shaikh


  • Nikolay Mehandjiev


Inter-organisational processes constructed and operated in a business-to-business e-commerce context (e-business processes) have received much focus in the recent literature on workflows. However, the problem of supporting e-business process negotiation (eBPN) remains under-explored. This paper reports on a novel investigation into this area. Though the research is still in its initial stages, significant findings can already be reported. In this paper, an analysis and formal representation of a set of electronic negotiation (e-negotiation) system requirements for the eBPN domain is documented. This contribution should eventually lead to a generic framework for more objective and efficient evaluation of e-negotiation systems, or their sub-systems, vis--vis this problem domain. The set of requirements pertains to general negotiation strategy support, as opposed to process-specific strategy support. Despite this limitation of scope, a major shortcoming in current e-negotiation systems is identified using the formalised requirements framework : the lack of a holistic approach. Also noteworthy is the use of other e-negotiation evaluation frameworks (e.g. the Montreal Taxonomy) in the derivation of the requirements set. Motivated by the above findings, further work on a new and more holistic eBPN approach called SEPNA is currently underway and this is briefly discussed here.

Suggested Citation

  • Shazib E. Shaikh & Nikolay Mehandjiev, 2007. "E-Business Process Negotiation : Formal Requirements for Strategy Support," Microeconomics Working Papers 22278, East Asian Bureau of Economic Research.
  • Handle: RePEc:eab:microe:22278

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    References listed on IDEAS

    1. Wurman, Peter R. & Wellman, Michael P. & Walsh, William E., 2001. "A Parametrization of the Auction Design Space," Games and Economic Behavior, Elsevier, vol. 35(1-2), pages 304-338, April.
    2. Yoram Wind & Thomas L. Saaty, 1980. "Marketing Applications of the Analytic Hierarchy Process," Management Science, INFORMS, vol. 26(7), pages 641-658, July.
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    More about this item


    inter-organisational workflow; e-business; electronic negotiation; decision-support systems; Montreal Taxonomy;

    JEL classification:

    • M15 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - IT Management
    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General


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