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2017 | OriginalPaper | Buchkapitel

Can the Holistic Preference Elicitation be Used to Determine an Accurate Negotiation Offer Scoring System? A Comparison of Direct Rating and UTASTAR Techniques

verfasst von : Ewa Roszkowska, Tomasz Wachowicz, Gregory Kersten

Erschienen in: Group Decision and Negotiation. A Socio-Technical Perspective

Verlag: Springer International Publishing

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Abstract

In this paper we study the prenegotiation process of eliciting the negotiators’ preferences and building the negotiation offer scoring system. We analyze how the agents build the formal and quantitative scoring systems based on the preferential information provided by their principals. The results of the bilateral negotiation experiment conducted in Inspire negotiation system are analyzed, in which the simple direct rating technique (SMARTS-like approach) is implemented to evaluate the negotiation problem and build scoring systems. The concordance of such scoring systems with the principal’s preferences was determined using the cardinal and ordinal inaccuracy measures. Then for each agent the scoring system was determined using UTASTAR method based on the same preference structures subjectively declared for direct rating. Finally, the inaccuracy of scoring systems obtained by means of both methods was compared.

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Vorheriges Kapitel A Group Decision Outranking Approach for the Agricultural Technology Packages Selection Problem

Nächstes Kapitel The Heuristics and Biases in Using the Negotiation Support Systems

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Titel: Can the Holistic Preference Elicitation be Used to Determine an Accurate Negotiation Offer Scoring System? A Comparison of Direct Rating and UTASTAR Techniques
verfasst von: Ewa Roszkowska
Tomasz Wachowicz
Gregory Kersten
Verlag: Springer International Publishing
Buch: Group Decision and Negotiation. A Socio-Technical Perspective
Print ISBN: 978-3-319-63545-3

Electronic ISBN: 978-3-319-63546-0

Copyright-Jahr: 2017
DOI: https://doi.org/10.1007/978-3-319-63546-0_15

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