A Negotiation Game to Support Inter-organizational Business Case Development

Silja Eckartz; Christiaan Katsma

doi:10.1007/978-3-319-04954-0_14

A Negotiation Game to Support Inter-organizational Business Case Development

Silja Eckartz, Christiaan Katsma

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Academic › peer-review

1 Citation (Scopus)

6 Downloads (Pure)

Abstract

Nowadays, an increasing number of organizations in the supply chain are involved in business collaborations. The success of such collaborations is, among others, highly dependent on joint investment in IT system implementations. In this paper we will discuss how business cases can be used to determine the costs and benefits of such investments for each actor. Using design science as a research paradigm we develop a serious game, called SID4IOP, that helps partners in inter-organizational settings to come to an equal distribution of the costs and benefits of an investment. We will show how the introduction of anonymity, a bidding mechanism and structured information disclosure can help project partners to reach agreement on the distribution of the costs.

Original language	English
Title of host publication	Frontiers in gaming simulation:
Subtitle of host publication	44th International Simulation and Gaming Association Conference, ISAGA 2013 and 17th IFIP WG 5.7 Workshop on Experimental Interactive Learning in Industrial Management, Stockholm, Sweden, June 24-28, 2013. Revised Selected Papers
Editors	Sebastiaan A. Meijer, Riita Smeds
Place of Publication	Cham
Publisher	Springer
Pages	113-120
ISBN (Electronic)	978-3-319-04954-0
ISBN (Print)	978-3-319-04953-3
DOIs	https://doi.org/10.1007/978-3-319-04954-0_14
Publication status	Published - 2014
Event	44th International Simulation and Gaming Association Conference, ISAGA 2013 - Royal Institute of Technology KTH, Stockholm, Sweden Duration: 24 Jun 2013 → 27 Jun 2013 Conference number: 44

Publication series

Name	Lecture notes in computer science
Publisher	Springer
Volume	8264
ISSN (Print)	0302-9743
ISSN (Electronic)	1611-3349

Conference

Conference	44th International Simulation and Gaming Association Conference, ISAGA 2013
Abbreviated title	ISAGA 2013
Country/Territory	Sweden
City	Stockholm
Period	24/06/13 → 27/06/13
Other	The IFIP 5.7 17th Workshop on Experimental Interactive Learning in Industrial Management, will be hosted in collaboration with the EU Network of Excellence GaLA. The IFIP Workshop will run on 25th and 26th of June and has “Gaming in an interconnected industry” as its theme

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10.1007/978-3-319-04954-0_14

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Eckartz, S., & Katsma, C. (2014). A Negotiation Game to Support Inter-organizational Business Case Development. In S. A. Meijer, & R. Smeds (Eds.), Frontiers in gaming simulation: : 44th International Simulation and Gaming Association Conference, ISAGA 2013 and 17th IFIP WG 5.7 Workshop on Experimental Interactive Learning in Industrial Management, Stockholm, Sweden, June 24-28, 2013. Revised Selected Papers (pp. 113-120). (Lecture notes in computer science; Vol. 8264). Springer. https://doi.org/10.1007/978-3-319-04954-0_14

Eckartz, Silja ; Katsma, Christiaan. / A Negotiation Game to Support Inter-organizational Business Case Development. Frontiers in gaming simulation: : 44th International Simulation and Gaming Association Conference, ISAGA 2013 and 17th IFIP WG 5.7 Workshop on Experimental Interactive Learning in Industrial Management, Stockholm, Sweden, June 24-28, 2013. Revised Selected Papers. editor / Sebastiaan A. Meijer ; Riita Smeds. Cham : Springer, 2014. pp. 113-120 (Lecture notes in computer science).

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title = "A Negotiation Game to Support Inter-organizational Business Case Development",

abstract = "Nowadays, an increasing number of organizations in the supply chain are involved in business collaborations. The success of such collaborations is, among others, highly dependent on joint investment in IT system implementations. In this paper we will discuss how business cases can be used to determine the costs and benefits of such investments for each actor. Using design science as a research paradigm we develop a serious game, called SID4IOP, that helps partners in inter-organizational settings to come to an equal distribution of the costs and benefits of an investment. We will show how the introduction of anonymity, a bidding mechanism and structured information disclosure can help project partners to reach agreement on the distribution of the costs.",

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Eckartz, S & Katsma, C 2014, A Negotiation Game to Support Inter-organizational Business Case Development. in SA Meijer & R Smeds (eds), Frontiers in gaming simulation: : 44th International Simulation and Gaming Association Conference, ISAGA 2013 and 17th IFIP WG 5.7 Workshop on Experimental Interactive Learning in Industrial Management, Stockholm, Sweden, June 24-28, 2013. Revised Selected Papers. Lecture notes in computer science, vol. 8264, Springer, Cham, pp. 113-120, 44th International Simulation and Gaming Association Conference, ISAGA 2013, Stockholm, Sweden, 24/06/13. https://doi.org/10.1007/978-3-319-04954-0_14

A Negotiation Game to Support Inter-organizational Business Case Development. / Eckartz, Silja; Katsma, Christiaan.
Frontiers in gaming simulation: : 44th International Simulation and Gaming Association Conference, ISAGA 2013 and 17th IFIP WG 5.7 Workshop on Experimental Interactive Learning in Industrial Management, Stockholm, Sweden, June 24-28, 2013. Revised Selected Papers. ed. / Sebastiaan A. Meijer; Riita Smeds. Cham: Springer, 2014. p. 113-120 (Lecture notes in computer science; Vol. 8264).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Academic › peer-review

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AB - Nowadays, an increasing number of organizations in the supply chain are involved in business collaborations. The success of such collaborations is, among others, highly dependent on joint investment in IT system implementations. In this paper we will discuss how business cases can be used to determine the costs and benefits of such investments for each actor. Using design science as a research paradigm we develop a serious game, called SID4IOP, that helps partners in inter-organizational settings to come to an equal distribution of the costs and benefits of an investment. We will show how the introduction of anonymity, a bidding mechanism and structured information disclosure can help project partners to reach agreement on the distribution of the costs.

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Eckartz S, Katsma C. A Negotiation Game to Support Inter-organizational Business Case Development. In Meijer SA, Smeds R, editors, Frontiers in gaming simulation: : 44th International Simulation and Gaming Association Conference, ISAGA 2013 and 17th IFIP WG 5.7 Workshop on Experimental Interactive Learning in Industrial Management, Stockholm, Sweden, June 24-28, 2013. Revised Selected Papers. Cham: Springer. 2014. p. 113-120. (Lecture notes in computer science). doi: 10.1007/978-3-319-04954-0_14

A Negotiation Game to Support Inter-organizational Business Case Development

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