Abstract
Knowledge about conflict styles and time pressure during a negotiation are important factors in a negotiation. This knowledge is used to model an agent-based assistant for e-negotiations. The idea of the proposed method is to model a utility concession function depending on the conflict style behaviour of a negotiator. Negotiators, prior to engage in e-negotiations, are asked to fill in a questionnaire designed to measure the conflict mode and specify their reservation levels. The agent-based assistant uses reservation levels and a concession-making model to propose the concession and timing of offers and attributes e.g. in a multi-attribute negotiation. The concession-making model is constructed in the utility space and it is constructed using the Thomas-Kilmann Conflict Mode Instrument and negotiation data from an experiment conducted by human negotiators.
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Ludwig, S.A. (2008). Agent-Based Assistant for e-Negotiations. In: An, A., Matwin, S., Raś, Z.W., Ślęzak, D. (eds) Foundations of Intelligent Systems. ISMIS 2008. Lecture Notes in Computer Science(), vol 4994. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-68123-6_56
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DOI: https://doi.org/10.1007/978-3-540-68123-6_56
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-540-68122-9
Online ISBN: 978-3-540-68123-6
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