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HICSS 36 On the e-Negotiation of Unmatched Logrolling Views

HICSS 36 On the e-Negotiation of Unmatched Logrolling Views. Presenter S.C. Cheung scc@cs.ust.hk Department of Computer Science Hong Kong University of Science and Technology Co-authors Patrick C.K. Hung Patrick.Hung@csiro.au Dickson K.W. Chiu kwchiu@cse.cuhk.hk. Outline.

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HICSS 36 On the e-Negotiation of Unmatched Logrolling Views

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  1. HICSS 36On the e-Negotiation of Unmatched Logrolling Views Presenter S.C. Cheung scc@cs.ust.hk Department of Computer Science Hong Kong University of Science and Technology Co-authors Patrick C.K. Hung Patrick.Hung@csiro.au Dickson K.W. Chiu kwchiu@cse.cuhk.hk

  2. Outline • Introduction • Motivating Example • Offers Making • Offers Matching • Tradeoff Evaluation • Offer Acceptance • e-Negotiation Process Model • Conclusion & Future Work On the e-Negotiation of Unmatched Logrolling Views

  3. Contract Template & Issues • Successful negotiation leads to a contract. • Standard contract templates exist for common business interactions. • A contract template defines the scope of a contract and summarizes the issues to be negotiated. … This lease will start on <DATE> and last for <PERIOD> year(s). The property will be rented with/without* facilities. Tenant is required to pay landlord a monthly rent of <RENT>. The rent includes/excludes* the management fee. … Example of a lease contract template Issues: DATE, PERIOD, RENT, facilities provision, management fee inclusion, … On the e-Negotiation of Unmatched Logrolling Views

  4. Logrolling • Negotiation is an iterative process deciding acceptable values of these issues. • In each iteration, a party performs tradeoff evaluation across various issues and make offers/counter-offers. • Tradeoff evaluation often requires logrolling – the exchange of loss in some issues for gain in others. • Problems: • What if utility functions that precisely define tradeoff evaluation are unavailable? • What if each negotiation party adopts a different tradeoff evaluation model, resulting in unmatched logrolling views? • How to match unmatched logrolling views? • Can privacy of individual logrolling views be protected? On the e-Negotiation of Unmatched Logrolling Views

  5. Motivating Example - Lease Logrolling View of Landlord Start Date Period Facilities Mgt Fee Basic Rent Mgt Fee Allowance Facilities Allowance Landlord Rent f: { Rent = Basic Rent + Facilities Allowance + Mgt Fee Allowance } Logrolling Sets Logrolling View of Tenant Period Basic Rent Mgt Fee Start Date Facilities Mgt Fee Allowance Tenant Facilities Allowance Rent On the e-Negotiation of Unmatched Logrolling Views

  6. Logrolling View of Landlord Start Date • The landlord’s primary concern is to let the flat as early as possible. • Provision of facilities is negotiable subjected to a longer lease and some increase in rent. • The inclusion of estate management fee is negotiable subjected to some increase in rent. Period Facilities Mgt Fee Basic Rent Mgt Fee Allowance Facilities Allowance Landlord Rent On the e-Negotiation of Unmatched Logrolling Views

  7. Logrolling View of Tenant Period • The tenant’s primary concern is to have a shorter lease, leaving flexibility for potential job relocation. • Willing to pay a higher rent if facilities and/or estate management fee are included. Basic Rent Mgt Fee Start Date Facilities Mgt Fee Allowance Tenant Facilities Allowance Rent On the e-Negotiation of Unmatched Logrolling Views

  8. How to Evaluate Tradeoffs? logrolling sets Landlord Tenant On the e-Negotiation of Unmatched Logrolling Views

  9. Exchanging Offers in Unmatched Views Tradeoff evaluation In Logrolling View Tradeoff evaluation In Logrolling View Offer Matching Table Aggregated View Aggregated View Logrolling Sets Logrolling Sets Offer by means of Aggregated View Logrolling Sets Logrolling Sets e-Negotiation Support System (eNSS) Negotiation Party Negotiation Party e-Negotiation Support System (eNSS) On the e-Negotiation of Unmatched Logrolling Views

  10. Construction of Aggregated View • Given N logrolling sets L1, L2, …, LNAggregrated View = f(L1 x L2 x … x LN) An entry in aggregated view 3 entries in Logrolling sets  Cartesian Product f: Rent = Basic Rent + Facilities Allowance + Mgt Fee Allowance On the e-Negotiation of Unmatched Logrolling Views

  11. Aggregated View due to Landlord Aggregated View Logrolling Sets of Landlord’s Offer On the e-Negotiation of Unmatched Logrolling Views

  12. Aggregated View due to Tenant On the e-Negotiation of Unmatched Logrolling Views

  13. Offer Matching Table Merging two aggregatedviews On the e-Negotiation of Unmatched Logrolling Views

  14. Tradeoff Evaluation by Tenant Tradeoff evaluation is an iterative process. In each iteration, party picks the most concerned logrolling set which has not yet evaluated. Map entries in the offer matching table to the logrolling set. Period Basic Rent Most concerned logrolling set Minimum difference in each combination of template variables in offer matching table Entries in the original logrolling set supplied by Tenants On the e-Negotiation of Unmatched Logrolling Views

  15. Period Basic Rent Min Difference 1 yr 18K  19K 2K  1K 2 yrs 17K 2K Revision of Reservation Prices • Revise reservation prices, if applicable. • Proceed to further tradeoff evaluation based on an entry, which has or has not been revised. On the e-Negotiation of Unmatched Logrolling Views

  16. Further Tradeoff Evaluation Combinations not found in counterparty’s offer Possible options Combinations not found in the original logrolling set Evaluation based on Period = 1 year and Basic Rent = 19K On the e-Negotiation of Unmatched Logrolling Views

  17. Tradeoff Evaluation Scenario • A scenario of tradeoff evaluation can be represented in a tree. • A party evaluates his/her logrolling sets in turn. On the e-Negotiation of Unmatched Logrolling Views

  18. Tradeoff Evaluation Scenarios • A party may arbitrarily change its evaluation order of logrolling sets. • A party evaluates tradeoff and revises its reservation prices based on their individual logrolling views. On the e-Negotiation of Unmatched Logrolling Views

  19. Candidate Acceptable Offer • Successful negotiation results in a set of acceptable offers • Selection of each offer leads to a contract. • … The lease will start on June 20, 2002 and last for two years. The property will be rented with facilities. Tenant is required to pay landlord a monthly rent of $20,000. The rent excludes the management fee. … On the e-Negotiation of Unmatched Logrolling Views

  20. Candidate Acceptable Offer • The first acceptable offer represents • Landlord compromises the rent (21K20K) but enjoys the gain (1M early start date & 2 yrs long lease). • Tenants compromises the lease period (1yr2yrs) but enjoys the gain (comfortable rent). • This is a win-win situation after a logrolling process. On the e-Negotiation of Unmatched Logrolling Views

  21. Negotiation Process define issues and criteria [all issues have been mapped] identify logrolling issues introduce auxiliary variables & specify relations map issues to variables select e-Contract template [inconsistent] validate consistency [reach consensus on all reservation prices] [consistent] creation of e-Contract make offers & counter offers organize logrolling views [quit] On the e-Negotiation of Unmatched Logrolling Views

  22. Conclusion • We have proposed a pragmatic approach to negotiation under unmatched logrolling views. • It does not require the use of utility functions and normative models. • It does not require any exchanges of logrolling views between negotiation parties. This facilitates privacy of logrolling views, which represents individual’s tradeoff evaluation model. • A prototype is being built based on the approach proposed. On the e-Negotiation of Unmatched Logrolling Views

  23. Future Work • To investigate multi-lateral negotiations. • To support changes of logrolling views during negotiation. • To apply the approach to other work [1,2,3,4,5]. • S.C. Cheung, Dickson K.W. Chiu and Sven Till, A Data-Driven Methodology to Extending Workflows to E-services over the Internet (HICSS-36), January 2003. • Dickson K.W. Chiu, S.C. Cheung and Sven Till, A Three Layer Architecture for E-Contract Enforcement in an E-Service Environment (HICSS-36), January 2003. • Dickson K.W. Chiu, Wesley C.W. Chan, Gary K.W. Lam, S.C. Cheung and Franklin T. Luk, An Event Driven Approach to Customer Relationship Management in e-Brokerage Industry (HICSS-36), January 2003. • Patrick C.K. Hung, A Primitive Study of Logrolling in e-Negotiation(HICSS-36), January 2003. • S.C. Cheung and Dickson K.W. Chiu, A Watermarking Infrastructure for Enterprise Document Management (HICSS-36), January 2003. On the e-Negotiation of Unmatched Logrolling Views

  24. Questions and Answers scc@cs.ust.hk Patrick.Hung@csiro.au kwchiu@cse.cuhk.hk

  25. e-Negotiation Conceptual Model e-Contract Conceptual Model Meta-model Contract involves Negotiation Process Party 1..* 2..* Auxiliary Variable Template Variable 1..* 1..* * relates to resolves maps to 1 1..* * 1 * Task Issue Variable 1 1 1 Logrolling View maps to Logrolling Set holds 1 makes 1..* Reservation Price 1..* 1..* Offer Accepted Offer Accepted Reservation Price

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