Towards a web services and intelligent agents-based negotiation system for B2B eCommerce

With the explosive growth of the number of transactions conducted via electronic channels, there is a pressing need for the development of intelligent support tools to improve the degree and sophistication of automation for eCommerce. With reference to the BBT business model, negotiation is one of key steps for B2B eCommerce. Nevertheless, classical negotiation models are ineffective for supporting multi-agent multi-issue negotiations often encountered in eBusiness environment. The first contribution of this paper is the exploitation of Web services and intelligent agent techniques for the design and development of a distributed service discovery and negotiation system to streamline B2B eCommerce. In addition, an effective and efficient integrative negotiation mechanism is developed to conduct multi-party multi-issue negotiations for B2B eCommerce. Finally, an empirical study is conducted to evaluate our intelligent agents-based negotiation mechanism and to compare the negotiation performance of our software agents with that of their human counterparts. Our research work opens the door to the development of the next generation of intelligent system solutions to support B2B eCommerce. © 2006 Elsevier B.V. All rights reserved.