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Author
Brzostowski Jakub (Politechnika Śląska), Wachowicz Tomasz (University of Economics in Katowice, Poland)
Title
Building Personality Profile of Negotiator for Electronic Negotiations
Source
Multiple Criteria Decision Making / University of Economics in Katowice, 2010, vol. 5, s. 31-45., bibliogr. 7 poz.
Keyword
Negocjacje, Profil osobowy, Taksonomia
Negotiations, Personal profile, Taxonomy
Note
summ.
Korespondencja z redakcją: numeracja wpisana za zgodą redakcji (wynika z ciągłości wydawniczej serii MCDM) - brak numeracji na stronie tytułowej
Abstract
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)
Accessibility
The Main Library of the Cracow University of Economics
The Library of Warsaw School of Economics
The Library of University of Economics in Katowice
The Main Library of Poznań University of Economics and Business
The Main Library of the Wroclaw University of Economics
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Bibliography
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  1. Brzostowski J., Wachowicz T.: Conceptual Conceptual Model of eNS For Supporting Preference Elicitation And Counterpart Analysis. Proceedings of International Conference on Group Decision And Negotiation, Toronto 2009.
  2. Core M., Allen J.: Coding Dialogs with the Damsl Annotation Scheme. In AAAI Fall Symposium on Communicative Action in Humans and Machines. Cambridge, MA, November 1997, pp. 28-35.
  3. KilmannR., Thomas K.W.: The Thomas-Kilmann Conflict Mode Instrument. Cleveland OH: The Organizational Development Institute, 1983, pp. 57-64.
  4. 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.
  5. Searle J.R.: Speech Acts: An Essay in the Philosophy of Language. Cambridge University Press 1969.
  6. Stiles W.B.: Describing Talk: A Taxonomy of Verbal Response Modes. SAGE Publications 1992.
  7. 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.
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ISSN
2084-1531
Language
eng
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