Research on Negotiation based Bargaining Strategies in e-commerce Jiang Jianhua 1,a, Zhang Guangyun 1,b, Hong Niansong 2,c

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1 Inernon Conference on Apped Scence nd Engneerng Innovon (ASEI 05) Reserch on egoon sed Brgnng Sreges n e-commerce Jng Jnhu,, Zhng Gungyun,, Hong nsong,c Coege of Compuer Engneerng, Gungdong Insue of Scence nd echnoogy, Zhuh, Chn Coege of Informon nd Communcons, Zheng Indusry &rde Poyechnc, Wenzhou, Chn 70879@qq.com, @qq.com, c 967@qq.com Keywords: egoon, Brgnng Sregy, Quoed Prce, Eecronc Commerce Asrc: As o prce negoon n e-commerce, form mode of prce rgnng negoon ws consruced. he rgnng sreges of snge-ssue nd mu-ssue were reserched. In snge-ssue negoon, he ssessmen mehod of quoed prce s uy vue ws gven ou, nd he rgnng sregy sed on rgnng rencrnon numer nd rvs rgnng ehvor were desgned respecvey. In mu-ssue negoon, he rgnng sregy sed on equven uy vue ws reserched nd he gorhm of generng quoed prce wh equven uy vue ws desgned, he rgnng sreges n hs pper cn e used n rnscon process of e-commerce effecvey. I. Inroducon Confc of neres s common n prce negoon n e-commerce. One of he es wys s y rgnng negoon. ov G hns h negoon s process of compromse for prcpns expressng her confcng demnds frsy nd hen o see souons y muu concessons []. As o heory of rgnng, M Benng defnes he uyer s sregy Be nse for he proem of rgy_rgy []. Su Qng dscussed he suppy chn muer negoon ou prof dsruon eween one uyer nd mny suppers [3]. Wng Knng es r-sges rgnng s exmpe, reserches he proem of dynmc gme of symmery nformon rgnng [4]. Zhn Wene reserches he evouon of sreges n mny-o-mny rgnng sed on ssumpon h rders re oundedy ron [5]. In he ppcon of rgnng, L uyu proposed rgnng cooperve gme mode for sseme-o-order(ao) suppy chn composed of fn produc mnufcurer nd wo suppers [6]. Wng reserched he Medum nd ong-erm power purchse pn sed on rgnng gme [7]. Lu un proposed resource ocon gorhm sed on he cooperve gme heory of generzed sh rgnng souon [8]. he essence of rgnng negoon s on ehf he neres of prcpns o see n greed go or negoon fs. So, rgnng negoon mode ws esshed frsy n hs pper, nd hen he rgnng sreges n he mode were reserched from wo specs of snge-ssue nd mu-ssue negoon. II. Form Mode of egoon Accordng o rgnng negoon process n e-commerce, he form mode of negoon s defned s foow Eq.. m <,, V, P, S, U, > () Where s prcpns nd expressed s {,,,..., r }, s seer nd s uyer. If r, s one-on-one negoon nd s one-o-mny negoon whe r. <,,..., n > s ssues of negoon. I cn e used o ndce such s cos, me, quy nd ec. If n, s snge-ssue negoon, s mu-ssue negoon where n. n V < V, V,..., V > s he vue of ssues. P s prooco of negoon, s used o conro nd mnge he nercon rues of 05. he uhors - Pushed y Ans Press 475

2 negoon, such s he prooco of spung prcpns mus d he sme me or d n urn. S s sregy refers o he cons en y prcpns o cheve her gos n he process of negoon, such s concesson sreges or wn-wn sregy. U { U, U, U,..., U } s he uy vue of prcpns. r s rencrnon numer of negoon nd 0 mx, mx s he dedne or mxmum rencrnon numer. III. Brgnng sregy for snge-ssue negoon he process of snge-ssue negoon s shown n Fg.. he ey sep of he process s o ssess he quoed prce of opponens nd pu forwrd couner prce whe cn e cceped. receve V ssess mx V f Fnsh U( V ) U( V + > ) Success Genere couner prce V + Fg. process of snge-ssue negoon Ccue uy vue of quoed prce. Supposed h prcpns of rgnng negoon s u u Ag {,}, where s uyer nd s seer. Assumed h he quoed prce of s [ P, P ], P s he hghes prce cn e cceped y, whe he quoed prce of s [ P, u P ] nd P s he owes prce cn e cceped y. For nd, hey don now ech oher s reserve prce. So, u he nerv [ P, P ] s shown n Fg. s he prce e o me negoon success. P P u P u P rnscon success 0 Fg. nerv mes rnscon successfu As seer, usuy wns o ge he hghes prce, so s uy funcon s monooncy ncresng. On he conrry, he uy funcon of s monooncy decresng. So, he formu for ccung uy vue of -rencrnon rgnng cn e defned s foow Eq. nd Eq. 3 respecvey. u P V U( V ) u P P V P U( V ) u P P Rencrnon numer sed rgnng sregy. egoon mos mposse o e successfu mmedey, needs sever rounds of rgnng. A he egnnng of negoon, nd w presen he prce V nd V mes her uy mxmzon. If negoon fs, one of he prcpns w propose new quoed prce sed on hs concesson sregy n susequen negoon. Supposed h he funcon of concesson sregy s f(), he funcon of updes he prce o n he nex rencrnon cn e defned s foow Eq. 4. x x + f( )( P P ) (4) + u () (3) 476

3 If f( ) / mx, mens h he concesson sregy of s unform. f( ) / represens he concesson sregy s monooncy decresng nd mx ( ) / f s on he conrry. Rv ehvor sed rgnng sregy. he ey of rv ehvor sed rgnng s o cqured he concesson sregy from rgnng sequence of opponen s frsy, nd hen proposes new prce. Supposed h he rgnng sequence of o s S { V, V,..., V }, hen he concesson sregy of cn e defned n four dfferen forms, s shown n Eq. 5. V V D AACD D AMnCD mn V V,,3,..., D AMxCD mx V V,,3,..., V V D RACD (5) Where V s he n quoed prce of nd V s he s quoed prce of, s he rencrnon numer of negoon. Accordng o S nd he concesson sregy of, he quoed prce of n + -rencrnon cn e ccued s foow Eq u V mn{mx[ V f( S), P], P } (6) Where f( S ) s concesson sregy of ccued y S, nd s vue rnge s f( S ) { D, D, D, D }. AACD AMnCD AMxCD RACD IV. Brgnng sregy for mu-ssue negoon Ccue uy vue of mu-ssue. As o ssues <,,..., n >. Supposed h he wegh n of ssgned o ssue s ω where ω. U s uy vues for ssues n -rencrnon. hen he formu for ccung uy vue of mu-ssue s defned s foow Eq.7. U n ω U Where (7) V P U, f u s gn ssue P P u P V U, ohers u P P u And [ P, P ] s he vue nerv of ssue, V s prcc vue of n - rencrnon. Brgn sregy of equven uy vue. As o mu-ssues <,,..., n >, f prce V cn' e cceped y n -rencrnon negoon, hen w pu forwrd couner offer V. If U( V ) U+ ( V ), hen cceps V nd rgnng negoon s success. ' ' ' Oherwse, w choose couner-prce V mx{ sm( V, V )} whe UV ( ) UV ( ). As o he smry eween V nd V, cn e defned s foow Eq. 8. n ω sm( V, V ) ( sm( V, V )) (8) Where sm( V, V ) s smry eween he vue from nd on ssue nd cn e ccued y foow formu s shown n Eq. 9. mn(, ) V V sm( V, V ) (9) mx( V, V ) he de of proposng prce wh equven uy vue s dvde ssues n V < V, V,..., V > 477

4 no <,,..., m > nd < m+, m+,..., n > wo ses frsy, where m [ n/ ], nd. In hs wy, V s dvded no V ( V, V,..., V m ) nd ( m+ m n, + V V V,..., V ) ' correspondngy, nd her uy s UV ( ) nd UV ( ). hen he new prce V cn e cqured y he wy of reducng uy vue U from nd dd he sme uy vue o. he gorhm of reducng U from s descred s foow: Inpu: < > nd s wegh W { ω, ω,..., ω m }, decresed uy vue U ; V ( V, V,..., V ) m,,..., m u nd UV ( ) ( V P)/( P P) ' Oupu: ' ' ' V (,,..., m V V V ) In. : 0 ; U D 0 Seps: )for(n ; m; ++) U UV ( ) )whe( UD < U ) + ; for(n ; m; ++) d rndom(0, U ) ; m D D ω U U d + ; for(n ; U U d ; m; ++) 3)for(n ; m; ++) ω D U ( d )( U / U ) 4)for(n ; m; ++) UV UV U ' ( ) ( ) Ccue ' ' ' V y u UV ( ) ( V P)/( P P) ' ' ' ' 5)Oupu V (,,..., m V V V ), end. he gorhm of dd U o s us dd uy vue for ech ssue rndomy nsed of reduce uy vue n he ove gorhm. V. Brgnng sregy sed process of rnscon n e-commerce Supposed h n enerprse hs some ss o e ssgned o n ousource servce supper n he ss ppcns B {,,..., r }. he ssues of rgnng negoon eween seer nd supper re cos, quy nd devery dedne. From he pon vew of, he rgnng sregy sed process of rnscon cn e descred n Fg.3, nd he process descred s foow. 478

5 deermne he rnge of ech ssue nd seec rgnng sregy. se he numer of rencrnon mx,on he wegh of ech ssue from opponen w nd uy funcon U( x) gves ou hs prce V o opponen rencrnon > mx cceps? V gves couner prce? ccue uy of prce from U V U V + ( ) ( ) f Success fnsh genere couner-prce V + y pre-seng rgnng sregy Fg.3 rgnng sregy sed process of rnscon Sep Seer deermnes he ssues of negoon nd he rnge for ech ssue. Seec rgnng sregy nd he uy funcon U( x ) for ccung uy vue. Se he mxmum vue of rencrnon mx. If s mu-ssue negoon, seer so needs o now he wegh of ech ssue from supper. Sep Seer seecs supper from B {,,..., r } nd proposes prce V. Sep 3 If cceps V, hen urn sep 7. If neher cceps nor proposes couner prce, urn sep 6. If supper proposes couner prce, urn sep 4. Sep 4 Seer ssesses he couner prce from y U( x ) nd urn sep 7 whe U( V ) U( V + ). Oherwse, seer proposes couner prce y he pre-seng rgnng sregy, hen urn sep 5. Sep 5 If he numer of rencrnon mx, hen urn sep 6. Oherwse urn sep 3. Sep 6 egoon f, urn sep. Sep 7 egoon success nd ss oce o supper. VI. Concusons egoon s one of he es wys o resove neres confc n usness negoon n e-commerce, nd rgnng sregy s he ey of negoon. For snge-ssue negoon, he mny used n rgnng s concesson sregy, he rencrnon numer sed nd rgnng ehvor of opponens sed rgnng cn promoe he success of negoon effecvey. Whe n mu-ssue negoon, he equven uy sed rgnng cn mes he negoon pres o cheve wn-wn suon. Reference [] ov G. ms 06 Proceedngs of he ffh nernon on conference on uonomous gens nd mugen sysem, p ,( 006). 479

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