The paper proposes an efficient technique for detecting a negotiation strategy used by an opponent during the encounter. It is based on simple transforms that transform the series of offers into a series of values determining the shape of the observed concession curve. It allows for detecting whether the partner is using a time-dependent tactic and what is the specific tactic through determination of the beta parameter used on the side of the negotiation partner. Such information can be further used in choosing a negotiation strategy that can cope with a particular type of the opponent behaviour, and thus improving the negotiation outcomes.
Proceedings of the 14th International Conference on Enterprise Information Systems (ICEIS 2012), Wroclaw, Poland, 28 June-01 July 2012 / Leszek A. Maciaszek, Alfredo Cuzzocrea and Jose Cordeiro (eds.),
Vol. 1, pp. 305-309