Develop a negotiation estimation strategy for multi-issue negotiation
| Autor: | Chao-Wen Chen, 陳照文 |
|---|---|
| Rok vydání: | 2005 |
| Druh dokumentu: | 學位論文 ; thesis |
| Popis: | 93 In recent years, negotiation is a powerful tool to aid electronic commerce trade. In order to improve the negotiation efficiency, a lot of scholars strive for this. This study presents a negotiation estimation strategy to estimate opponent's preference to facilitate negotiation. Factors influencing the negotiation strategy mostly are time, opponent’s concession attitude and offer range, etc. However, little-by-little concession has no benefit to increase utility when two parties still have a lot of space to negotiate. In addition, the opponent’s preference, such as reservation value and weight, is not known, which also make harder to increase utility of negotiation. This study takes negotiation decision functions (NDFs) as a foundation to consider time decrease and joint utility maximum to develop a negotiation estimation strategy that includes three parts: acceleration tactic, estimation approach, and utility maximization. The acceleration tactic is to for speeding up negotiation, we estimate the reservation value and weights of issues for the opponent, and we use the utility maximization to maximize the joint utility via linear programming. Finally, this study applies the proposed strategy to many-to-many negotiations and discusses coordinating agents who use different negotiation strategy in both sides. |
| Databáze: | Networked Digital Library of Theses & Dissertations |
| Externí odkaz: |
|