## Negotiation During Intelligent Sales Support with Case-Based Reasoning

• This paper motivates the necessity for support for negotiation during Sales Support on the Internet within Case-Based Reasoning solutions. Different negotiation approaches are discussed and a general model of the sales process is presented. Further, the tradition al CBR-cycle is modified in such a way that iterative retrieval during a CBR consulting session is covered by the new model. Several gen eral characteristics of negotiation are described and a case study is shown where preliminary approaches are used to negotiate with a cu stomer about his demands and available products in a 'CBR-based' Electronic Commerce solution.

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Author: Ralph Bergmann, Wolfgang Wilke, Stefan Wess urn:nbn:de:hbz:386-kluedo-1081 Preprint English 1998 1998 Technische Universität Kaiserslautern Case Based Reasoning Fachbereich Informatik 004 Datenverarbeitung; Informatik

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