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For automated negotiation scenario's characteristics on supplier Relationship Management, according to the scenes information of the negotiating parties, such as the negotiating goals, the extent of the relationship, the concept of the goal - relationship (G-R) factors was put forward, and a calculating method of the first proposal in negotiations was built by the concept; At the same time, a forecasting method of the nearest 4 steps trend about the other side' proposals was presented, and a counter-offer model of buyers was given. These methods can provide real-time support information for the negotiators in automated negotiation, improve the efficiency of the negotiations, and guide the negotiations to the benefit of the buyer, achieve better negotiating benefits. © 2010 IEEE.
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