An Efficient Technique for Detecting Time-dependent Tactics in Agent Negotiations

Jakub Brzostowski, Ryszard Kowalczyk

2012

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.

Paper Citation

in Harvard Style

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 1: ICEIS, ISBN 978-989-8565-10-5, pages 305-309. DOI: 10.5220/0003968203050309

in Bibtex Style

@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 1: ICEIS,},
year={2012},
pages={305-309},
publisher={SciTePress},
organization={INSTICC},
doi={10.5220/0003968203050309},
isbn={978-989-8565-10-5},
}

in EndNote Style

TY - CONF
JO - Proceedings of the 14th International Conference on Enterprise Information Systems - Volume 1: ICEIS,
TI - An Efficient Technique for Detecting Time-dependent Tactics in Agent Negotiations
SN - 978-989-8565-10-5
AU - Brzostowski J.
AU - Kowalczyk R.
PY - 2012
SP - 305
EP - 309
DO - 10.5220/0003968203050309