Title :
A Study on Preference Impartation and Decision Support in E-Negotiation
Author :
Kersten, Gregory E. ; Chen, Eva ; Rios, Jesus ; Strecker, Stefan
Author_Institution :
InterNeg Res. Centre, Concordia Univ., Montreal, QC, Canada
Abstract :
Decision support and the impartation of the principal´s preferences to the agent may influence the negotiation outcome. A multi-attribute two-party contract e-negotiation was conducted in a controlled laboratory environment. The results indicate that the effectiveness of analytical support depends on the elicitation of the numerical preference values. When preference information is transmitted in qualitative terms to the negotiation agents, analytical support may be counterproductive.
Keywords :
negotiation support systems; decision support; electronic negotiation systems; multiattribute two-party contract e-negotiation; preference impartation; Communication system control; Computer science; Contracts; Decision support systems; Design for experiments; Information analysis; Laboratories; Measurement; Monitoring; Uncertainty;
Conference_Titel :
System Sciences (HICSS), 2010 43rd Hawaii International Conference on
Conference_Location :
Honolulu, HI
Print_ISBN :
978-1-4244-5509-6
Electronic_ISBN :
1530-1605
DOI :
10.1109/HICSS.2010.446
