E-negotiation Based on Prototype of Integrated Management System
E-negotiation Based on Prototype of Integrated Management System

Summary/Abstract: In the paper we formulated some e-negotiation activities and defined their possible role in early designed prototype of Integrated Management System (IMS). The prototype of IMS, sponsored by European Regional Development Fund, has been implemented in Cracow’s firm REGIS Ltd. In the paper we try to prove that promotional subsystem, supported by e-negotiation activities, may be particularly very useful profit’s stimulator especially in companies facing with a significant idle time of production potential. Time-Driven Activity-Based Costing (T-DABC) has been applied for identification of free production capabilities dependent on running market situation. Using managerial accounting, a special version of Business Process Modeling (BPM) has been designed for an analysis of an intensification of sales together with contribution margin of the hypothetical factory fabrication department (FFD). The BPM enables formulation the principles of e-negotiation’s efficiency and supports negotiating sellers, connected with computer in real-time mode, to achieve better contracts conditions in less time. A special case study shows that BPM may help to achieve in future a full automation of e-negotiation processes.

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