This paper provides a definition of automated negotiation within electronic commerce. It outlines two barriers to automated negotiation, the ontology issue and the strategy problem. State of the art overviews are given of automated negotiation, specifically Negotiation Support Systems, intelligent agents, the auction mechanism, and online marketspaces. Both academic research and currently functional systems are covered, and several World Wide Web addresses are given for readers who wish to investigate further on their own. 1 1 While every attempt is made to provide current URL locations, the Web changes more quickly than print media can ever capture. Hence, some of the URLs may not be current or correct by the time this article appears. We will try to keep our Negotiation Project web site, http://haas.berkeley.edu/~citm/nego-proj.html, current with respect to these addresses. 2 1.

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 traditional CBR-cycle is modified in such a way that iterative retrieval during a CBR consulting session is covered by the new model. Several general characteristics of negotiation are described and a case study is shown where preliminary approaches are used to negotiate with a customer about his demands and available products in a 'CBR-based' Electronic Commerce solution. 1 Introduction "Leo Baekeland sold the rights to his invention, Velox photographic printer paper, to Eastman Kodak in 1899. It was the first commercially successful photographic paper and he sold it to Eastman Kodak for $ 1 million. Baekland had planned to ask $ 50.000 and to go down to $ 25.000 if necessary, but fortunately for him, Eastman spoke first." [Asimov, 19...

Modern science has a solid conceptual framework and considers experimental results as the ultimate litmus test against which to validate any theoretical construct. Its birth can be traced back to the

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This paper motivates the necessity for support for negotiation during Sales Support on the Internet within Case-Based Reasoning solutions.