کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
554661 1451067 2015 20 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Whom should I persuade during a negotiation? An approach based on social influence maximization
ترجمه فارسی عنوان
چه کسی باید در طول یک مذاکره متقاعد شود؟ یک روش مبتنی بر حداکثر سازی تاثیرات اجتماعی
کلمات کلیدی
موضوعات مرتبط
مهندسی و علوم پایه مهندسی کامپیوتر سیستم های اطلاعاتی
چکیده انگلیسی


• To carry out the persuasion and make concessions, the agents must employ resources that are usually scarce.
• The agents should carefully decide which opponent they should persuade to maximise their profit.
• The agents should persuade the opponents with a high influence on the other agents involved in the negotiation.
• We represent a negotiation context as a social influence maximization problem.

During a negotiation, an agent must make several key decisions in order to achieve a profitable agreement. When the negotiation is carried out in a social context, agents can use persuasion, besides the traditional exchange of concessions. To carry out the persuasion and make concessions, the agents must employ resources that are usually scarce. For this reason, the agents should carefully decide which opponent they should persuade to maximise their profit, especially when the negotiation involves multiple parties. To make this decision, we propose that the agents should persuade the opponents with a high influence on the other agents involved in the negotiation. Therefore, we represent a negotiation context as a social influence maximization problem and solve it under a model that learns how influence flows in a network by analyzing historical information. This allows an agent to determine what opponents exert the highest influence. Finally, the agent uses this information to decide which opponent to persuade during the negotiation. Experimental results showed that the agreement rate increased when agents applied this approach.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Decision Support Systems - Volume 77, September 2015, Pages 1–20
نویسندگان
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