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Brzostowski Jakub (Politechnika Śląska), Wachowicz Tomasz (University of Economics in Katowice, Poland)
Building Personality Profile of Negotiator for Electronic Negotiations
Multiple Criteria Decision Making / University of Economics in Katowice, 2010, vol. 5, s. 31-45., bibliogr. 7 poz.
Negocjacje, Profil osobowy, Taksonomia
Negotiations, Personal profile, Taxonomy
Korespondencja z redakcją: numeracja wpisana za zgodą redakcji (wynika z ciągłości wydawniczej serii MCDM) - brak numeracji na stronie tytułowej
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)
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Full text
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