Concessions Dynamics in Electronic Negotiations: A Cross-Lagged Regression Analysis

Vetschera, Rudolf

doi:10.1007/s10726-015-9441-y

Cited by 10 publications

(5 citation statements)

References 54 publications

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“…Previous work on determining behavioural negotiation patterns (Pesendorfer et al 2007;Sokolova et al 2004) identified indicators for strategic orientations, concession behaviour, information disclosure, emotions etc. (McGinn et al 2003;Van Kleef et al 2004;Vetschera 2016). These individual behavioural components can collectively provide key cues for particular strategic and behavioural orientations through a systematic linkage ).…”

Section: Discussionmentioning

confidence: 99%

Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns

Kaya

2023

Automated Pattern Recognition of Communication Behaviour in Electronic Business Negotiations

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Section: Discussionmentioning

confidence: 99%

Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns

Kaya

2023

Automated Pattern Recognition of Communication Behaviour in Electronic Business Negotiations

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Section: Discussionmentioning

confidence: 99%

Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns

Kaya

Schoop

2021

Group Decis Negot

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The systematic processing of unstructured communication data as well as the milestone of pattern recognition in order to determine communication groups in negotiations bears many challenges in Machine Learning. In particular, the so-called curse of dimensionality makes the pattern recognition process demanding and requires further research in the negotiation environment. In this paper, various selected renowned clustering approaches are evaluated with regard to their pattern recognition potential based on high-dimensional negotiation communication data. A research approach is presented to evaluate the application potential of selected methods via a holistic framework including three main evaluation milestones: the determination of optimal number of clusters, the main clustering application, and the performance evaluation. Hence, quantified Term Document Matrices are initially pre-processed and afterwards used as underlying databases to investigate the pattern recognition potential of clustering techniques by considering the information regarding the optimal number of clusters and by measuring the respective internal as well as external performances. The overall research results show that certain cluster separations are recommended by internal and external performance measures by means of a holistic evaluation approach, whereas three of the clustering separations are eliminated based on the evaluation results.

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“…Thus, in analyzing substantive behavior like concessions using an APIM model, one has to take into account that each side evaluates behavior according to its own preferences. These difference in evaluation require an even more complex model than the original APIM (Vetschera 2016).…”

Section: Generic Approachesmentioning

confidence: 99%

Methods to Analyze Negotiation Processes

Vetschera

Koeszegi

Filzmoser

2020

Handbook of Group Decision and Negotiation

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Negotiation processes evolve simultaneously along several dimensions. We distinguish between a substantive dimension, which deals with the issues to be resolved in the negotiation, a communication dimension reflecting the different tactics negotiators use to provide information, build a relationship, and influence each other, and an emotional dimension, in which negotiators can influence each other even without explicitly communicating their emotions. We present different methods that negotiation researchers have developed in the last decades to study these different process dimensions individually, as well as the steps that have been taken so far towards an integrated perspective of all three dimensions. We then provide an outlook on how recent advances in information technology, data

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Concessions Dynamics in Electronic Negotiations: A Cross-Lagged Regression Analysis

Cited by 10 publications

References 54 publications

Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns

Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns

Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns

Methods to Analyze Negotiation Processes

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