A Study on Preference Impartation and Decision Support in E-Negotiation

Kersten, Gregory E.; Chen, Eva; Ríos, Jesús; Strecker, Stefan

doi:10.1109/hicss.2010.446

Cited by 3 publications

(3 citation statements)

References 13 publications

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“…We will illustrate all our considerations with the help of an example of the negotiation problem originally presented in Inspire [2]. This is a well-known case study that has been discussed in many papers [8,10,12,24]. Example 1.…”

Section: Negotiation Template and Scoring Functionmentioning

confidence: 99%

“…Inspire is, for now, the software system most widely used in negotiation studies and research [6]. Many researchers use the experimental data from Inspire to study computer support in negotiation [5,7,8], behavioural aspects of decision making in negotiation [7,9,10], preference analysis [7,9,11,12], and cross-cultural differences in decision making [13] are among others.…”

Section: Introductionmentioning

confidence: 99%

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Fuzzy Representation of Principal’s Preferences in Inspire Negotiation Support System

Piasecki

Roszkowska

Wachowicz

et al. 2021

Entropy

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We consider the negotiation problem, in which an agent negotiates on behalf of a principal. Our considerations are focused on the Inspire negotiation support system in which the principal’s preferences are visualised by circles. In this way, the principal describes the importance of each negotiation issue and the relative utility of each considered option. The paper proposes how this preference information may be implemented by the agent for determining a scoring function used to support decisions throughout the negotiation process. The starting point of our considerations is a discussion regarding the visualisation of the principal’s preferences. We assume here that the importance of each issue and the utility of each option increases with the size of the circle representing them. The imprecise meaning of the notion of “circle size” implies that in a considered case, the utility of an option should be evaluated by a fuzzy number. The proposed utility fuzzification is justified by a simple analysis of results obtained from the empirical prenegotiation experiment. A novel method is proposed to determine trapezoidal fuzzy numbers, which evaluates an option’s utility using a series of answers given by the participants of the experiment. The utilities obtained this way are applied to determine the fuzzy scoring function for an agent. By determining such a common generalised fuzzy scoring system, our approach helps agents handle the differences in human cognitive processes associated with understanding the principal’s preferences. This work is the first approach to fuzzification of the preferences in the Inspire negotiation support system.

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Section: Negotiation Template and Scoring Functionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Fuzzy Representation of Principal’s Preferences in Inspire Negotiation Support System

Piasecki

Roszkowska

Wachowicz

et al. 2021

Entropy

View full text Add to dashboard Cite

show abstract

“…It is worth noting that despite the relationship between the principal's preferences and the preferences, which the agent uses in her negotiation is important, it is analytically not well-examined. Kersten et al (2010a) used an earlier Inspire dataset to compare the impact of preference impartation modes and analytical support on the negotiation outcomes. There were two modes of representation of the principal's preferences: (1) verbal and graphical; and (2) verbal, graphical and numerical.…”

Section: Interpretingmentioning

confidence: 99%

How do I tell you what I want? Agent’s interpretation of principal’s preferences and its impact on understanding the negotiation process and outcomes

2019

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In this paper we analyze how the way in which the principal's preferences are visualized may affect the accuracy of representation of this principal by their agent. We study the processes of multi-issue electronic representative negotiations conducted by agents on behalf of their principals by means of the negotiation support system that implements a simple decision support tool for eliciting the preferences and building a system of cardinal ratings for feasible negotiation offers. First, we investigate the accuracy of agents' scoring systems and compare their concordance to the preferential information provided to them by their principals by means of single verbal description and two different visualization techniques, one using bar graphs and the second-circles (pies). The concordance is measured by means of the notions of ordinal and cardinal accuracy. Then we analyze how the scoring systems with various inaccuracy indexes influence the agents' perception of negotiation process, i.e. the interpretation of concessions made by parties and the structures of concession paths. We also study what is an impact of inaccurate scoring systems on the negotiation outcomes, i.e. the final contracts, their ratings and efficiency. The results obtained show that the bars are slightly better in more precise representation of principals preferences. They allow agent to determine a little more accurate scoring systems, which help to understand the negotiation process better by minimizing the cardinal error of evaluation of the offers in concession paths. Yet, no significant impact on the outcomes have been found. An interesting prescriptive conclusion that can be drawn is that to assure an adequate representation of principal's preferences the agents should be offered the bar-based visualization. Also, a checkup mechanism should be introduced to the preference elicitation procedure that assure the agents to be ordinally concordant with the priorities of their principal's preferences.

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Design science research approach in studying e-negotiations: models, systems, experiments

2021

Control and Cybernetics

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Inspired and led by Dr. Gregory E. Kersten, a number of research projects have been conducted at the InterNeg Research Centre. This paper intends to acknowledge Dr. Kersten’s unique role as a pioneer in e-negotiation research, particularly in exploring and integrating various elements in e-negotiations. From the design science research perspective, this paper reviews a series of relevant research works in e-negotiation modeling, system design and development, and experimental studies. This provides an integrative view of interconnected elements in this field, and also helps framing the various studies into different aspects and stages of e-negotiation research. The paper then suggests several guidelines and directions for future design science research in e-negotiations.

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A Study on Preference Impartation and Decision Support in E-Negotiation

Cited by 3 publications

References 13 publications

Fuzzy Representation of Principal’s Preferences in Inspire Negotiation Support System

Fuzzy Representation of Principal’s Preferences in Inspire Negotiation Support System

How do I tell you what I want? Agent’s interpretation of principal’s preferences and its impact on understanding the negotiation process and outcomes

Design science research approach in studying e-negotiations: models, systems, experiments

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