کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
552899 | 873296 | 2007 | 12 صفحه PDF | دانلود رایگان |
عنوان انگلیسی مقاله ISI
Preference structures and negotiator behavior in electronic negotiations
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کلمات کلیدی
موضوعات مرتبط
مهندسی و علوم پایه
مهندسی کامپیوتر
سیستم های اطلاعاتی
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چکیده انگلیسی
Electronic Negotiation Support Systems allow users to construct a formal model of their preferences, which is then used during the negotiation process. In this paper, we analyze whether preferences embedded in such models are actually reflected in the behavior of negotiators and negotiation outcomes. Empirical results indicate that elements of negotiator behavior, like initial offers or the extent of concessions made during the negotiation, closely correspond to individual preferences. The same holds for the structure of the compromise. In contrast, the impact of negotiator preferences on reaching an agreement or the efficiency of the compromise is rather weak.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Decision Support Systems - Volume 44, Issue 1, November 2007, Pages 135–146
Journal: Decision Support Systems - Volume 44, Issue 1, November 2007, Pages 135–146
نویسندگان
Rudolf Vetschera,