INCORPORATION OF NEGOTION PROCESS INTO AN E-COMMERCE PLATFORM TO ICREASE SALES

摘要

Negotiation is back-and-forth communication designed to reach an agreement when two entities have some interests that are opposed. It is a basic means of getting what one wants from others. The purpose of this study is to incorporate the negotiation concept in an e-commerce platform in order to increase benefit at once for the seller and the buyer. In this paper, we will introduce a model of negotiation which allows the buyer to negotiate some product characteristics, including price. The proposed model uses game theory to find a compromise between the propositions of the seller and those ones of the buyer. The negotiation process is carried out automatically on the seller?s side. In terms of quality and efficiency of this process, an experimental evaluation shows that the proposed model allows reaching a win-win deal with a reduced number of operations. Thus, the buyer stays in the same e-commerce website and therefore increases the sales of this latter.