An efficient technique for detecting time-dependent tactics in agent negotiations

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Please use this identifier to cite or link to this item: http://hdl.handle.net/1959.3/234098

Title: An efficient technique for detecting time-dependent tactics in agent negotiations
Author(s): Brzostowski, Jakub; Kowalczyk, Ryszard
Abstract: 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.
Publication type: Conference paper
Research centre: Swinburne University of Technology. Faculty of Information and Communication Technologies
Source: 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
Publication year: 2012
Keyword(s): Negotiation; Negotiation tactic; Tactic detection
Publisher: SciTePress
ISBN: 9789898565105, 9898565101
Publisher URL: http://www.iceis.org/Abstracts/2012/ICEIS_2012_Abstracts.htm
Peer reviewed