Abstract:

Global communication networks and advances in information technology enable the design of infor-mation systems facilitating effective formulation and efficient resolution of negotiation problems. Increasingly, these systems guide negotiators in clarifying the relevant issues, provide media for offer formulation and exchange, and help in achieving an agreement. In practice, the task of analysing, modelling, designing and implementing electronic negotiation media demands a systematic, traceable and reproducible approach. An engineering approach to media specification and construction has these characteristics. In this paper, we provide a rationale for the engineering approach that allows prag-matic adoption of economic and social sciences perspectives on negotiated decisions for the purpose of supporting and undertaking electronic negotiations. Similarities and differences of different theories that underlie on-going studies of electronic negotiations are identified. This provides a basis for inte-gration of different theories and approaches for the specific purpose of the design of effective elec-tronic negotiations. Drawing on diverse streams of literature in different fields such as economics, management, computer, and behavioural sciences, we present an example of an integration of three significant streams of theoretical and applied research involving negotiations, traditional auctions and on-line auctions.