Gao Taiguang, Wang Qing, Huang Min, Wang Xingwei, Zhang Yu
College of Information Science and Engineering, Northeastern University, Shenyang 110819, China.
State Key Laboratory of Synthetical Automation for Process Industries, Northeastern University, Shenyang 110819, China.
Entropy (Basel). 2018 Apr 14;20(4):286. doi: 10.3390/e20040286.
Upstream and downstream of supply chain enterprises often form a tactic vertical alliance to enhance their operational efficiency and maintain their competitive edges in the market. Hence, it is critical for an alliance to collaborate over their internal resources and resolve the profit conflicts among members, so that the functionality required by stakeholders can be fulfilled. As an effective solution, automated negotiation for the vertical allied enterprises team and stakeholder will sufficiently make use of emerging team advantages and significantly reduce the profit conflicts in teams with grouping decisions rather than unilateral decisions by some leader. In this paper, an automated negotiation model is designed to describe both the collaborative game process among the team members and the competitive negotiation process between the allied team and the stakeholder. Considering the co-competitiveness of the vertical allied team, the designed model helps the team members making decision for their own sake, and the team counter-offers for the ongoing negotiation are generated with non-cooperative game process, where the profit derived from negotiation result is distributed with Shapley value method according to contribution or importance contributed by each team member. Finally, a case study is given to testify the effectiveness of the designed model.
供应链企业的上下游通常会形成策略性垂直联盟，以提高运营效率并保持在市场中的竞争优势。因此，联盟成员之间就内部资源进行协作并解决利润冲突至关重要，这样才能满足利益相关者的功能需求。作为一种有效的解决方案，垂直联盟企业团队与利益相关者之间的自动谈判将充分利用新兴的团队优势，并显著减少团队中因集体决策而非由某些领导者单方面决策所产生的利润冲突。本文设计了一种自动谈判模型，用于描述团队成员之间的合作博弈过程以及联盟团队与利益相关者之间的竞争性谈判过程。考虑到垂直联盟团队的竞合性，所设计的模型有助于团队成员为自身利益做出决策，并且通过非合作博弈过程生成正在进行谈判的团队还价，其中谈判结果所产生的利润根据每个团队成员的贡献或重要性采用夏普利值法进行分配。最后，通过一个案例研究来验证所设计模型的有效性。
