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Negotiation Based on Personality

Authors
Publisher
IFIP International Federation for Information Processing
Publication Date
Disciplines
  • Computer Science

Abstract

Negotiation is the highlight of e-commerce and artificial intelligence. This paper applies the idea of personality to BDI models and therefore attempts to present new negotiation architecture and to illustrate the protocol and algorithm. Through the experiments this paper analyses and proves that the personality (temperament) exerts great influence on concession rates in negotiation, and therefore affects the choices of negotiation strategy. Full Text at Springer, may require registration or fee

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