negotiation behaviors in agent-based negotiation support systems

2011 ◽  
pp. 124-145
Author(s):  
Manish Agrawal ◽  
Kaushal Chari
Keyword(s):  
Support Systems ◽  
Human Subjects ◽  
Negotiation Support Systems ◽  
Limited Attention ◽  
Negotiation Support ◽  
Agent Based ◽  
Cognitive Limitations ◽  
Exponential Functional ◽  
Automated Negotiations ◽  
Negotiation Issue

Prior research on negotiation support systems (NSS) has paid limited attention to the information content in the observed bid sequences of negotiators as well as on the cognitive limitations of individual negotiators and their impacts on negotiation performance. In this paper, we assess the performance of human subjects in the context of agent-based NSS, and the accuracy of an exponential functional form in representing observed human bid sequences. We then predict the reservation values of negotiators based on their observed bids. Finally, we study the impact of negotiation support systems in helping users realize superior negotiation outcomes. Results indicate that an exponential function is a good model for observed bids. Based on the negotiation behaviors of human subjects, we find that accurate estimates of opponent reservation values for the negotiation issue that is most important to subjects, improves negotiation outcomes when an agreement is reached. Results also show that bids are correlated with reservation values, and that automated negotiations using NSS can lead to superior negotiation outcomes compared to human subjects.

scholarly journals Minimizing Negotiation Process Losses With Computerized Negotiation Support Systems

2011 ◽  
Vol 14 (4) ◽  
pp. 15 ◽  
Author(s):  
Abbas Foroughi
Keyword(s):  
Cognitive Biases ◽  
Support Systems ◽  
Negotiation Process ◽  
Negotiation Support Systems ◽  
Future Research ◽  
Negotiation Support ◽  
Negative Effects ◽  
Cognitive Limitations ◽  
Emotional Aspects ◽  
Future Research Directions

The growing frequency of negotiation situations as well as an increasing complexity of the issues that need to be resolved in a negotiation have generated interest in computer support for negotiation. Negotiation Support Systems (NSS) show potential for alleviating or overcoming major process losses which hinder the effectiveness of negotiations, including the negative effects of cognitive limitations, cognitive biases and dysfunctional socio-emotional aspects of negotiator behavior. This paper gives a brief overview of existing NSS and presents a framework for research in the NSS area, which highlights empirical research, which has already been conducted in this area. Also included is a discussion of future research directions, which are needed in the area of NSS.

Business Negotiation Support: Theory and Practice

2004 ◽  
Vol 9 (1) ◽  
pp. 31-57 ◽  
Author(s):  
Aldo De Moor ◽  
Hans Weigand
Keyword(s):  
Support Systems ◽  
Small And Medium Enterprises ◽  
Negotiation Process ◽  
Theory And Practice ◽  
Negotiation Support Systems ◽  
Negotiation Support ◽  
Business Negotiation ◽  
Contract Negotiations ◽  
Domain Specific ◽  
Medium Enterprises

AbstractBusiness negotiation support systems (NSS) are slowly entering the market, although they lack a clear theoretical basis as of yet. Negotiation is a complicated process with many aspects that have only partially been described with the formal rigidity needed to build support systems. Most theories about negotiation are descriptive and not prescriptive, which, among other things, prevents their use as a basis for negotiation support systems. Complicating matters is that a negotiation process consists of several distinct stages, each with its own characteristics. Furthermore, there are many types of negotiations, depending on the domain. This suggests that we should not strive for one general negotiation support system, but for a set of domain-specific tools. To ground the development and application of these tools in different scenarios, we propose an integrated theoretical framework. After presenting an overview of existing negotiation support approaches, we construct a business negotiation support metamodel for NSS analysis. The metamodel is illustrated by analyzing the MeMo project, which concerns contract negotiations in small and medium enterprises in the European construction industry. The MeMo system is one of the first business NSS with an explicit international orientation.

Negotiation support systems: roots, progress and needs

1991 ◽  
Vol 1 (4) ◽  
pp. 233-247 ◽  
Author(s):  
C W Holsapple ◽  
H Lai ◽  
A B Whinston
Keyword(s):  
Support Systems ◽  
Negotiation Support Systems ◽  
Negotiation Support
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