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Authors: Jakub Brzostowski 1 and Ryszard Kowalczyk 2

Affiliations: 1 Silesian University of Technologz, Poland ; 2 Swinburne University of Technology, Australia

Keyword(s): Negotiation, Negotiation Tactic, Tactic Detection.

Related Ontology Subjects/Areas/Topics: Agents ; Artificial Intelligence ; Artificial Intelligence and Decision Support Systems ; Distributed and Mobile Software Systems ; Enterprise Information Systems ; Intelligent Agents ; Internet Technology ; Knowledge Engineering and Ontology Development ; Knowledge-Based Systems ; Multi-Agent Systems ; Software Engineering ; Symbolic Systems ; Web Information Systems and Technologies

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.

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Paper citation in several formats:
Brzostowski, J. and Kowalczyk, R. (2012). An Efficient Technique for Detecting Time-dependent Tactics in Agent Negotiations. In Proceedings of the 14th International Conference on Enterprise Information Systems - Volume 2: ICEIS; ISBN 978-989-8565-10-5; ISSN 2184-4992, SciTePress, pages 305-309. DOI: 10.5220/0003968203050309

@conference{iceis12,
author={Jakub Brzostowski. and Ryszard Kowalczyk.},
title={An Efficient Technique for Detecting Time-dependent Tactics in Agent Negotiations},
booktitle={Proceedings of the 14th International Conference on Enterprise Information Systems - Volume 2: ICEIS},
year={2012},
pages={305-309},
publisher={SciTePress},
organization={INSTICC},
doi={10.5220/0003968203050309},
isbn={978-989-8565-10-5},
issn={2184-4992},
}

TY - CONF

JO - Proceedings of the 14th International Conference on Enterprise Information Systems - Volume 2: ICEIS
TI - An Efficient Technique for Detecting Time-dependent Tactics in Agent Negotiations
SN - 978-989-8565-10-5
IS - 2184-4992
AU - Brzostowski, J.
AU - Kowalczyk, R.
PY - 2012
SP - 305
EP - 309
DO - 10.5220/0003968203050309
PB - SciTePress

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