Building Personality Profile of Negotiator for Electronic Negotiations

• Autorzy: Jakub Brzostowski , Tomasz Wachowicz
• Języki publikacji: EN

Abstrakty

EN

In this work we propose a new mechanism for building the personality profile of a negotiator based on his behavior in past negotiations. The approach is based on the classification of speech acts contained in messages exchanged by negotiators. By assigning to each speech act its type according to our new negotiation context-dependent taxonomy, the mechanism can check the type of speech act received as the response to a particular request. The feature degree can be computed by aggregating the frequency and the strength of different types of responses in different interactions into a compound value. In this work we consider two features: cooperativeness and assertiveness, and show a method for obtaining the degrees of these features.(original abstract)

Słowa kluczowe

EN

Negotiations; Personal profile; Taxonomy

PL

Negocjacje; Profil osobowy; Taksonomia

• Czasopismo: Multiple Criteria Decision Making / University of Economics in Katowice
• Rocznik: 2010
• Tom: 5
• Strony: 31--45

Twórcy

autor

Jakub Brzostowski

• Politechnika Śląska

autor

Tomasz Wachowicz

• University of Economics in Katowice, Poland

Bibliografia

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• Schoop M., Jertila A., List T.: Negoisst: a Negotiation Support System for Electronic Business-to Business Negotiations in E-commerce. "Data and Knowledge Engineering" 2003,47, pp. 371-401.
• Searle J.R.: Speech Acts: An Essay in the Philosophy of Language. Cambridge University Press 1969.
• Stiles W.B.: Describing Talk: A Taxonomy of Verbal Response Modes. SAGE Publications 1992.
• Wachowicz T.: Application of Multiple Attribute Stochastic Dominance To Selection of Negotiation Strategies in E-negotiations. In: Multiple Criteria Decision Making '05. Ed. T. Trzaskalik. Karol Adamiecki University of Economics in Katowice Publisher, Katowice 2006.